Field Commerce Executive (APJ)

About This Role

• Role Context Broadcom Software Group is seeking a senior leader to join its APJ Field Commerce Team.
• The FCE team is responsible for shaping some of the largest and most complex deals in the industry, to help drive successful digital transformation for our customers.
• We are now extending our small and successful FCE team to provide increased coverage in the APJ region.
• The purpose of the FCE role is to help drive the success of Broadcom’s biggest pursuits by convincing customers to invest more strategically in our software portfolio.
• The FCE role is particularly focused on: Elevating our CXO-level customer conversations & relationships, by building credibility and drawing on real life experience, to position the value of our software solutions in context of the customer’s strategy.
• Articulating the business case and financial value of our solutions & proposals.
• Leading and creatively shaping commercial strategies for our largest pursuits.
• Leading large and complex negotiations with customers.
• The FCE operates in the field, working closely with Account Directors and other specialist sales teams.
• The FCE is pivotal in leading pursuits that combine business strategies with complex commercial and technical constructs to bring value to the customer as well as Broadcom.
• The role requires commercial agility and creativity, whilst ensuring rigorous governance and controls.
• Primary Objectives & Deliverables Increase the value of complex deals by ensuring senior customer stakeholders are fully engaged and aware of the value of Broadcom’s proposed software solutions.
• Creative shaping of commercial deal structures that maximize the revenue potential for Broadcom and demonstrate good financial value for our customers.
• Lead, create and position customer-facing proposals, ensuring they succinctly articulate the strategic alignment of our technical and business value to customer executives.
• Lead & orchestrate large, complex negotiations with customers.
• Ensure internal support for large deal structures by securing internal deal approvals from Broadcom’s executive management in APJ and Globally.
• Accelerate Broadcom’s sales capability by uplifting our sales teams and generating repeatable initiatives and templates that can be scaled across our APJ teams.
• Experience >15 years’ experience working as a Senior Commercial Executive with an embedded background in technology either within a large customer organization (or selling to large customer organizations at CXO level).
• Held or directly supported a CXO-level role in major global / regional organizations.
• Track record of leading large-scale transformational & strategic business cases.
• Strong awareness of customers’ executive-level strategic challenges and opportunities in technology transformation and operations, with an understanding of how infrastructure & cloud technologies play a role in achieving strategic success for customers.
• Core Competencies This is a hands-on role, often requiring fast ideation and creation of deliverables in a dynamic and high-pressure environment.
• The right candidate will demonstrate their ability to move at pace to lead the generation of tangible deliverables, as well as a strong capability to collaborate with multiple internal and external stakeholders.
• Key competencies include: Strong Numerical & Financial Skills: The ability to quickly digest data and creatively shape hypothesis deal shapes.
• Creativity in positioning numbers in a way that meets customers’ needs and drives compelling action both for customers and for Broadcom.
• A solid grasp of key financial metrics used by customers to validate the financial value of proposals (e.g.
• ROI / Payback / NPV / Cashflow / Amortization) and the ability to succinctly articulate that financial information to customers.
• Excellent Excel skills – Ability to produce clear models & charts that logically build upon deal data points, to roll-up into a concise summary of relevant metrics.
• Strong Personal and Written Presentation Skills: The ability to credibly engage with senior customer executives (CIO / VP / CFO) and position the value of Broadcom’s solution, proposal and business case.
• The ability to listen, receive feedback, take actions and flexibly pivot.
• Strong PowerPoint skills – The ability to generate high-impact, high-value proposal narratives and documents.
• Other Core Competencies Solid Business Acumen - Appropriately balance creativity, entrepreneurship and risk-taking.
• Capable of creating, developing & challenging transformational business cases.
• Collaboration - Able to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes.
• Self-Motivation - Highly trusted individual with industry reputation who maintains and expects high standards for self and team.
• Ability to work under pressure.
• Role Location & Coverage This role is based in Singapore.
• Initially the role will mainly focus on customer engagements across Broadcom’s Asia region, which includes Singapore, Malaysia, South Korea, Taiwan & Hong Kong.
• The successful candidate may also be required to cover customer engagements more broadly across the APJ region, including Middle East, Japan, India & Australia.
• This role will require some travel to ensure appropriate customer engagement.
• We will also consider qualified applicants with arrest and conviction records consistent with local law.
• If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.