Solutions Architect Federal

Broadcom • Reston, SC

21h • Hybrid

About The Position

The Solution Architect position is responsible for both generating new revenue opportunities and ensuring the health of existing customer investments. The Solution Architect qualifies and leads new solutions sales while driving adoption & expansion of current solutions. This includes ongoing quantification of business impact and overall value we provide. These activities drive healthy renewals and portfolio expansion opportunities. The Sr. Solution Architect is also a thought leader and technical mentor for the local sales, product and services teams. Internally recognized as a technical or business contributor, this role possesses and applies a comprehensive knowledge of multiple fields of technologies to complete significant and complex assignments. The Solution Architect works on complex technical projects or unique business issues requiring state of the art technical knowledge or where analysis of situations or data requires an evaluation of intangibles. Known in the department/group as the ‘knowledge base’ of information, they may be the in-house expert on specific technologies and may act in a liaison capacity with other organizations. This role evaluates progress and results and recommends major changes in procedures to accomplish tasks, plans and conducts assignments, and may lead or direct assignments that are generally larger and more important projects or works on multiple projects at one time. Well-developed leadership qualities enable mentoring of others, and the Solution Architect often contributes to and assists with the review and evaluation of personnel performance.

Requirements

• Bachelor's degree or global equivalent in Computer Science or a related degree.
• Minimum 12 years of IT experience either in architecture, development, operations or security.
• Minimum 12 years of industry-related experience.
• Expert with the Company's solutions.
• Excellent business knowledge is required to resolve integration and architecture issues.
• Superior business acumen and ability to execute with proficiency.
• Proven ability to handle escalated situations and brings challenging technical problems to a satisfactory resolution.
• Ability to interface with customer onsite both at a technical and executive level.
• Proven comprehension of solutions and how they are designed to be integrated into the customer environment.
• Extensive troubleshooting skills of solutions and integrations.
• Demonstrate creative problem solving and decision making to address complicated business problems.
• Outstanding technical leadership skills.
• Understand and assess how IT capabilities can resolve customer challenges and/or meeting goals and objectives.
• Outstanding ability to work in a variety of high pressure situations producing favorable outcomes.
• Be a recognized Subject Matter Expert for a particular solution and knowledgeable of integrated solutions.
• Able to effectively communicate the cross-functional value propositions within our aggregate portfolio of solutions.
• Able to understand highly complex technical problems and provide solutions which are highly innovative and ingenious – and enable customers to do the same.
• Excellent analytical skills.
• Outstanding and proven customer service skills.
• Able to align and articulate capabilities as they relate to business priorities and goals.
• Outstanding writing skills.
• Outstanding coaching and mentoring skills.
• Outstanding presentation skills.
• Outstanding technical knowledge across the industry and awareness of industry future direction – and able to identify the implications on customers.
• Possess good Proposal/Work Product development skills.
• Possess understanding of ITs role and impact in supporting the business.
• Possess strong problem solving, solution expertise, consultative 'questioning' and active listening skills.
• Possess communication and presentation skills.
• Possess virtual team leadership and collaboration skills.
• Possess solution expertise.
• Possess proficiency with Broadcom’s sales tools (e.g., solution white board, presentations, demonstrations) and resources.
• Be familiar with more than one product family within a Brand as well as appropriate cross product and brand solutions.
• Possess vertical business and industry knowledge (e.g.: Financial, Healthcare, MFG, Government).
• Demonstrate proficiency in teambuilding and conflict management.
• Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize virtual team effectiveness.
• Demonstrate proficiency in navigating CA's internal processes and systems and supporting roles.
• Demonstrate effective time management.

Nice To Haves

• Master’s degree preferred.
• A consulting background including client management, problem solving, crisis management, mediation amongst third parties and meeting facilitation is preferred.
• Pursue Leadership Development Program opportunities in the region.

Responsibilities

• Drive and measure the impact of relevant sales messaging into the territory and target accounts to drive pipeline.
• Be perceived by the customer as being both customer centric and solutions oriented, bringing tangible value in terms of industry/technical experience, knowledge, and expertise.
• Provide business insight and technical expertise to the customer.
• Speak from experience and offer insight on successes and failures relative to the customer's industry and/or objectives that substantiate this role and provides its value.
• Drive AD/AM's to attain and maintain relationships across the executive ranks of the customer – IT, Business Units, and 'C' level executives.
• Develop and define business solutions that address customer requirements leveraging the value of CA Technologies solutions.
• Resolve complex critical business and technical issues affecting the client.
• Direct leadership of the technical sales component of complex cross portfolio opportunities.
• Become a capable spokesperson on company's technical capabilities.
• Be instrumental in driving adoption of existing owned solutions as well as new solutions.
• Act as an advisor to management and customers on advanced technical studies.
• Deliver positive, quantifiable results for Broadcom and its customers which will be measured across two key areas: Customer Focus and Financial Targets.
• Collaborate with the customer's executive management team to advise them of current strategies being executed in large scale customer transformations.
• Persuasively communicate strategy of how to take a customer through disruptive market conditions, demonstrating knowledge of their industry and competition.
• Collaborate with account team to appropriately map CA technology to the customers' business drivers utilizing the Broadcom’s Sales Process (development of Business DNA's, competitive strategy business and IT initiatives).
• As the trusted advisor to the account team, provide best practices for client proposals/work product by providing business value alignment and execution roadmaps.
• Persuasively articulate Broadcom’s Enterprise Software technology vision and strategy and communicate its business value and impact.
• Collaborate in the preparation and delivery of proofs of concepts, demonstrations, etc. according to CA's Best Practices.
• Set and manage appropriate customer expectations throughout the Adoption and New Opportunity Lifecycle.
• Establish sustainable relationships with internal / external partners and clients.
• Demonstrate a working knowledge of product functionality and benefits within identified solution sets.
• Effectively and persuasively communicate Broadcom’s Enterprise Software key competitive differentiators, by solution, as defined by Broadcom’s Enterprise Software business units.
• Demonstrate strong and effective knowledge of Broadcom’s Corporate Strategy and Sales Plays; understand client imperatives; provide linkage of needs to imperatives.
• Effectively position and present the benefits of Broadcom’s Enterprise Software solutions and specifically how our solutions will support the client's technical and functional requirement.
• Showcase the value customers will derive from the use of Broadcom’s Enterprise Software solutions.
• Identify issues at the client and work with the customer success and support to drive these to resolution – thereby earning 'trusted advisor' status.
• Develop relationships with key client personnel to gain knowledge about customer's infrastructure, spend time to understand each silo and discover dependencies between silos, including knowledge about the customer's current capabilities and desired state.
• Develop and maintain awareness of key projects and issues within a client's environment, and document this information within the account plan and communicate this information with the virtual account team.
• Directly assist account teams in achieving financial targets via the Opportunity Planning process.
• Assist sales in accurately assessing and forecasting opportunities.
• Evaluate alternative options to execute opportunities by the most cost-effective means without negatively impacting deliverable quality or customer's perceptions.
• Ensure long-term stability and sustainability of the Broadcom Enterprise Software portfolio.
• Build and maintain relationships with key IT and LOB staff as appropriate.
• Seek to maximize opportunity by considering the full breadth of technologies that may be required to deliver the full value of an IT deployment.
• Identify reasonable opportunities where additional professional and education services may be required to address cross-silo issues.
• Generally work without consulting their manager.
• Make independent decisions daily, such as deciding to call in additional resources, prioritizing account activities and communication to customers, and providing expert advice and counsel to account team(s) in account and opportunity planning and advice and guidance to peer groups.
• Leverage formal and informal learning channels to continually enhance knowledge and understanding of current and evolving market, industry, technology and competitive trends.
• Attain and maintain applicable industry certifications (i.e. ITIL, Six Sigma, CISSP, SNIA, SaFe Certifications etc.).
• Complete all required Learning Management System courses by required dates.
• Assist with leading bi-monthly team meetings.
• Actively participate in all account planning and account review sessions.
• Collaborate with technical team to deliver a set of complex and/or integrated demonstrations, and where necessary, more complex proofs-of-concepts.
• Define high-level product / technology specifications for implementation working with the delivery team as necessary.
• Collaborate with technical experts to develop detailed specifications.
• Demonstrate outstanding partnering with CA's internal and external partners.
• Proactively seek and deliver feedback to local sales management with respect to opportunity progress and issues.
• Communicate with upper management and technical staff.
• Provide oversight of existing implementations to mitigate risk and ensure customer satisfaction with the solution delivered.
• Coordinate, participate, and lead when appropriate enablement programs within your given region.

Benefits

• Competitive and comprehensive benefits package
• Medical plans
• Dental plans
• Vision plans
• 401(K) participation including company matching
• Employee Stock Purchase Program (ESPP)
• Employee Assistance Program (EAP)
• Company paid holidays
• Paid sick leave
• Vacation time
• Paid Family Leave and other leaves of absence (follows all applicable laws)
• Equity in accordance with equity plan documents and equity award agreements

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees