Job Description

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Partner Go-To-Market Leader

Do you want to innovate on how a large enterprise software business goes to market through regional resellers?

Are you ready to disrupt how our Partner Business Works? The Partner GTM Leader will be responsible for developing and implementing a reseller partner sales strategy, programs, and processes essential to growing this segment of our business. This position requires a successful track record of exceeding expectations and a high degree of motivation and entrepreneurship. This role is a high-impact leadership position, that plays an integral role in the overall success of our business.

In this role, you will drive growth through a focus reseller partner network. You will be hands-on and responsible for executing on all aspects of the business relationship with each partner including recruiting, qualifying, onboarding, training, Go-To-Market strategy, and win/loss reporting. The role requires an individual with strong management, sales and partnering skills. The ideal candidate possesses a unique blend of business and technical skills; an ability to both envision process improvements while driving the existing business; along with influencing skills and the ability to collaborate with cross-functional constituencies to grow the business. Additionally, they will facilitate proactive sales collaboration between their partners and Broadcom Agile Operations Division Product and Sales Organizations.

In this role, you will be:

• Working with focus partners, you’ll lead the development of resell strategy, the management of relationships, assist aggregators with renewals, adoption and pipeline of managed service providers and close of a pipeline of new opportunities for aggregated and direct routes to market.

• Building strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business with focus partners.

• Proactively developing and implementing partner driven sales plays.

• Supporting efforts to transition direct business where appropriate to management by partners

• Managing a portfolio of focus partners with an established practice. Create and maintain strong business relationships with assigned business partners at all levels within the partner including executive, sales, marketing, and operations.

• Developing strong relationships with direct sales teams and guiding them with insight into partnering strategies and best practices as well as partner capabilities.

• Driving partner alignment with sales and business strategy through proactive communications on key initiatives such as products updates, program changes, pricing changes, new product launches, key events, marketing efforts, sales plays, etc.

• Planning and executing annual business plan with top partners.

• Ensuring partners are participating in enablement activities and trained and certified on portfolio of products.

• Recruiting and onboarding new high potential partners.

• Providing management with regular sales reports (renewal health, forecasting and pipeline), as well as competitive updates, channel trends and competitive strategies to ensure maintains a competitive position with business partners.

To qualify for this position, you have:

• Have a bachelor’s degree and 10+ years of experience in related software industry, with at least 7 years of SaaS and/or subscription software experience.

• High level of integrity and dependability, with a strong bias towards action.

• Experienced in efficiently driving projects to conclusion through proactive planning, high attention to detail, and the ability to hold stakeholders accountable.

• Deep understanding of value drivers in recurring revenue (subscription) business models.

To be successful, you will come to this role with solid business and sales skills and a collaborative mindset:

• A track record of well-executed go-to-market plans through a partner network.

• Passionate about streamlining and eliminating friction in transacting with the channel

• Have a good understanding of data, what to look for and how to look for it

To really stand out as the perfect person for this role, you may also have:

• Expertise in analysis of customer data to understand churn and strategies to improve customer stickiness

• Ability to challenge existing business models and drive/experiment in new ways to drive growth, adoption and product stickiness

Broadcom Software – Agile Operations Division

Broadcom Software is one of the world’s leading enterprise software companies, modernizing, optimizing, and protecting the world’s most complex technology environments. With its engineering-centered culture, Broadcom Software is a global software leader building a comprehensive portfolio of industry-leading enterprise software enabling innovation, stability, scalability, and security for the largest global companies in the world.

In the Agile Operations Division, we offer business-critical software solutions that help the world’s leading companies transform their operating model to be more agile. Our ValueOps, Automation, and NetOps solutions help these organizations drive innovation and achieve operational excellence to realize better business outcomes – and better experiences for their customers.

Our industry success is built on a decades-long track record of delivering transformational solutions to teams who plan, build, test, and operate mission-critical software for the world’s largest and most complex businesses. To do this, we respond quickly and thoughtfully, innovate in the context of customer needs, and collaborate inclusively with customers and internal partners. Our business will nurture your intellect and give you opportunities to expand your skills even further.

#BroadcomSW

Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.

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