Position: Regional Sales Manager, Mainframe Job Description: Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges.
We deliver value-added distribution, business consulting, and channel enablement services to the world's leading technology manufacturers and their channel partners that serve commercial and government markets.
As a Mainframe Regional Sales Manager, you will be responsible for providing subject-matter expertise, thought leadership, and solution/technical specialization to position Broadcom competitively in the market.
This influential role focuses on opening key opportunities for our largest mainframe customers by building strong relationships and understanding their business and IT challenges.
What will you be doing at Arrow ECS?
Assist our sales teams in technically qualifying solutions and their benefits to customers and/or partners.
Work closely with account teams to understand customer needs and architect solutions that meet them.
Build relationships across customers' IT silos to understand their infrastructure, challenges, and the potential technical impact of planned projects.
Maintain deep technical knowledge of Broadcom's mainframe products and provide technical specifications and requirements documentation.
Effectively present and position the benefits of Broadcom's solutions to support clients' technical and functional requirements.
Provide technical leadership and oversight during trials, proof-of-concepts (POCs), and complex demos.
Clearly communicate technical requirements and ensure they meet client expectations.
Foster and build relationships with customers and partners to develop references.
Assist account teams in achieving financial targets through the opportunity planning process.
Help sales teams accurately assess and forecast opportunities.
Evaluate cost-effective options for executing opportunities without compromising deliverable quality or customer perceptions.
Ensure long-term stability and sustainability of the book-of-business.
Coordinate internal and external resources to effectively pursue opportunities.
Provide feedback to product management based on client experiences to facilitate product improvements.
Master internal processes and tools for proposal development, solution architecture, and need-based sales methodology.
Contribute to the continuous improvement of these processes.
Collaborate with virtual teams and effectively lead them.
Work independently with minimal supervision to deliver high-quality recommendations using relevant best practices.
Mentor and share lessons learned with peers and colleagues.
Demonstrate effective time management and proficiency in navigating Broadcom's internal processes and systems.
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