Sr Manager, Client Services - Madrid, España - Broadcom

Descripción

Please Note:

Job Description:

Key Responsibilities

Overall, this position is responsible for delivering positive, quantifiable results for CA a Broadcom Company and its customers and Partners which will be measured across five primary areas:

• Customer Focus: Oversee optimization of the overall customer or Partner experience across assigned territory
• Financial Targets: Ensure staff meets or exceeds CA a Broadcom Company stated financial quotas and targets
• Internal Business Processes: Demonstrate mastery with CA a Broadcom Company internal processes, systems and support structure
• Professional Development: Demonstrate highlevel proficiency and skill
• Leadership, Teamwork and Planning: Collaborate with, mobilize, and effectively run and develop direct and virtual team(s)

Customer Focus

• Direct Technical Consulting staff in acquiring knowledge of customers' businesses, Partner offerings, and competitive landscape and operational processes.
• Ensure thorough resources, planning and time management is in place so that existing opportunities are properly staffed and has scale and skill sets to support sales opportunities.
• Help team members build and maintain relationships with senior executives and decision makers, taking the lead as necessary.
• Build longterm partnerships and trust.
• Prioritize efforts to pursue the most pervasive customer needs that CA a Broadcom Company can successfully address within assigned territory and align the efforts of their Partners in the business accordingly.
• Understand and navigate customer's buying process and the Partner's procurement policies through distribution.
• Support sales teams to measure and communicate value delivered to the customer to ensure strength of relationship.
• Understand CA a Broadcom Company vision, strategy and key customer initiatives (for example: Support Connect, Product
• Advisory Councils and Beta Programs, etc.); support sales teams to ensure that customers and Partners are consistently kept informed.
• Understand and address customer and Partner survey results/trending and respond to changing customer needs.
• Support sales teams by participation in customer and Partner meetings as needed.

Financial Targets

• Ensure the team meets or exceeds the team's stated financial targets.
• Create, maintain and manage to plans to meet or exceed financial targets.
• Direct, measure and accurately predict financial outcomes.
• Direct territorywide opportunities and transactions to ensure balance, longterm stability and sustainability of bookofbusiness.
• Analyze financial and performance metrics to plan for optimum performance efficiency and financial return.

Internal Business Processes

• Demonstrate mastery of CA a Broadcom Company approved methods and processes for:
• Territory Planning
• Partner Enablement Planning
• Account Planning
• Opportunity Planning
• Forecasting
• Lead to Quote
• Quarterly Business Reviews
• Performance Management
• Needbased Sales Methodology
• Review and Approval Processes
• Ensure adherence to, and be regarded as an exemplary role model for CA a Broadcom Company Core Values, Code of Conduct,
• Ethics and compliance requirements.
• Explain and consistently enforce directives from senior management.
• Ensure staff understands corporate policies and procedures.
• Ensure that proper security measures are applied and followed at all times.
• Enforce corporate policy with respect to equal employment opportunity, nondiscrimination and other related policies.

Professional Development

• Demonstrate ongoing personal and professional development mastery with respect to the following capabilities:
• Provide team leadership, coaching and mentoring to staff
• Comfortlevel around senior management
• Articulate business cases / proposals to senior management (internal / external)
• Proposal development, negotiation, closing and booking business
• Complete leadership class or online training per quarter
• Business and industry acumen
• Problem solving skills and agility
• Competitor awareness
• Consultative 'questioning' and active listening
• Oral and written communications and presentation skills
• Business planning
• Financial analysis
• Time management
• Hiring, succession planning and corrective action
• Employee relations rules and regulations

Leadership, Teamwork & Planning

• Demonstrate mastery in team building and conflict management.
• Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize direct and virtual team effectiveness.
• Demonstrate mastery in navigating CA a Broadcom Company internal processes and systems, and supporting roles.
• Provide team building, coaching and mentoring to staff.
• Demonstrate effective time management.
• Demonstrated ability to effectively prioritize tasks.
• Demonstrate effective partnering with CA a Broadcom Company internal and external Partners.
• Work with employees to create personalized development plans through