Account Director

Job Description: This position must be seen by the customer as being both customer centric and solutions oriented. Overall, this position is responsible for delivering positive, quantifiable results for our customers by exhibiting:

• Customer Focus: Manage and optimize the overall customer experience. Leverage network, knowledge of business process and sales expertise to create and nurture customer relationships and influence key decisions makers.
• Effective Selling: Collaborate with regional partners to utilize solutions-oriented, systematic approach to upsell. Leverage sales best practices and Broadcom's sales methodology. Minimize churn in assigned accounts and collaborate with partner resources (and others, as needed) to drive adoption and expansion.
• Account Management: Effectively manage accounts; generate short-term results while holding a long-term perspective to maximize overall account viability. Develops and drives company strategy for aligned accounts and provides timely and accurate sales forecasts and reports to inform management's strategic decision-making.
• Knowledge and Application of Software Solution Set: Know and understand specific product(s), how to identify the solution to best meet the customers' business needs and how to appropriately position the appropriate solution with customers.
• Customer Success: Ensure all renewals are maximized to protect the base. Proactively contact accounts to ensure products have been fully adopted and customer is satisfied.

Skills & Competencies

• Offers unique perspectives: Aligns solutions to customer priorities, re-framing the way customers view their business.
• Drives two-way communication: Engages the customer by deliberately linking their business priorities to company value proposition. Develops strong relationships with account influencers and decision makers.
• Incorporates Economic Drivers: Has knowledge of customers business, current macro- and microeconomic trends, industry trends, and potential new business and uses this knowledge to drive land and expand opportunities to closure.
• Establishes value before ROI/financial terms: Qualifies and quantifies the impact of maintaining the status quo or pursuing competitor’s solutions. Can uncover key business issues and providing insightful, actionable recommendations for improvement.
• Drives Momentum: Proactively advances the purchase decision without rushing the customer.
• Speaks the native language of the assigned territory

Experience

• Bachelors and 8+ years of related experience; at this level post-graduate coursework may be desirable or Masters degree and 6+ years of related experience or PhD and 3+ years of related experience

R024954