Senior Federal Account Manager

Broadcom; United States; On-site; USD 178,000 - 285,000; Full time

Benefits offered by this job

Equity grant

401(k) with company match

Employee stock purchase program

Job summary

Broadcom is recruiting a Senior Federal Account Manager to cover the US Federal Government with a focus on DoD/Intelligence and Civilian agencies. The role requires stewardship of Federal accounts across the US, working with a Systems Engineer to represent Broadcom and advocate for customer needs in all sales activities.

This is a quota-bearing role based in the Washington DC metro area, with overnight travel 2–3 times per quarter.

Qualifications

• Bachelor's degree required.
• 12+ years of successful sales experience selling into Federal enterprise data centers.
• Active US Government Top Secret security clearance preferred.
• Understanding storage networking including Fibre Channel, block-based storage, IP-based storage; enterprise data center networks.
• Knowledge of government certifications (FIPS, Common Criteria, JITC, CNSA 1.0/2.0, TIC, USGv6 and TAA).
• Knowledge of storage networking platforms (SDS, HCI, HPC and Cloud).

Responsibilities

• Identify, qualify, and win sales opportunities with Federal customers.
• Manage a pipeline to ensure revenue growth.
• Develop and execute Account Plans and territory plans to meet targets.
• Present Brocade technology solutions on-site or remotely.
• Maintain relationships with key customers and align with their priorities.
• Collaborate with Broadcom units and partners to close deals.
• Act as escalation point to ensure customer satisfaction and outcomes.
• Differentiate Brocade offerings against competitors.

Skills

Federal sales experience

Account management

Communication skills

Networking

Project management

Education

Bachelor's degree

Job description

Job Description:

Job Description - Senior Federal Account Manager

Broadcom is the global market leader in delivering semiconductors, storage, networking, and software solutions. Brocade is the market leader in Fibre Channel Storage Area Networking.

We are seeking a Senior Federal Account Manager to cover the US Federal Government with primarily DOD/DOW and Intelligence Agency focus. Target customers include Federal DOD, Intelligence, and Civilian end users, as well as Federal System Integrators. Technology focus will be on Brocade Fibre Channel SANs (storage area networks) and mission critical storage administration. The Senior Account Manager will work with a Systems Engineer and will represent Broadcom to the customer and advocate for customer needs in all sales-oriented activities. This is a quota carrying position located in the Washington DC metro area covering Federal customers across the US. Preferable residence location is the Washington DC metropolitan area (airport access is key as overnight travel is required approximately 2-3 trips a quarter).

Responsibilities

• Employing strong interpersonal and communication skills to successfully identify, qualify, and win sales opportunities
• Managing a pipeline of active deals to ensure long-term, sustainable revenue streams
• Creating and achieving long-term and short-term account-based revenue objectives (i.e. Annual Business Plan, Quarterly Territory Plan, as well as exceeding Quarterly and Annual Sales Targets.
• Conduct Brocade technology presentations (in person on customers' premises, as well as remotely on video calls), for Brocade products including fully redundant directors, switches, extension platforms, and software management tools
• Responsible for developing and maintaining relationships with key customers, recognizing their primary technical initiatives, priorities, and challenges
• Engage and collaborate with other Broadcom business units to assist in complementary technical sales functions as required.
• Support our strategic partners, acting as a trusted advisor, and Brocade subject matter expert to assist in deal closure.
• Act in the role of the escalation point for key customer needs and issues, to maintain customer satisfaction, and to deliver the best total customer experience
• Must be able to identify competitive opportunities and drive a preference towards Brocade by articulating the differentiation & benefits of a Brocade Solution

Qualifications

• Bachelor's degree required.
• Minimum of 12 years of successful sales experience selling into Federal enterprise level data centers
• Strong preference for candidates with an active US Government Top Secret security clearance.
• Understanding storage networking including Fibre Channel, block-based storage, IP based storage, network design, and implementation experience in enterprise-level data center networks
• Understanding of government required certifications (FIPS, Common Criteria, JITC, CNSA 1.0/2.0, TIC, USGv6 and TAA).
• Knowledge of platforms for storage networking including SDS, HCI, HPC and Cloud
• Basic understanding of industry A.I. trends, initiatives, and having business adoption experience is a strong plus.
• Strong verbal communication and writing skills, with the ability to manage projects to completion using proactive self-initiative.
• Proven ability to network with industry contacts and partners, leveraging professional social media platforms.

Compensation and Benefits

The On Target Earnings (OTE) range for this position is USD 178,300.00 To USD 285,300.00

OTE includes Sales Incentive Commission in accordance with relevant plan documents and salary. In addition, as a valued member of our team, you'll be eligible to receive a competitive new hire equity grant and annual equity awards, directly connecting your success to the company's growth. All subject to relevant plan documents and award agreements.

Broadcom offers a competitive and comprehensive benefits package: Medical, dental and vision plans, 401(K) participation including company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company paid holidays, paid sick leave and vacation time. The company follows all applicable laws for Paid Family Leave and other leaves of absence.

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.