Senior Customer Portfolio Manager APJ

Brocade Communications

Your regular activities may be modified to suit your professional strengths, but you can expect a variety of the following assignments:

• Facilitate the entire Middle East Deal Review and Approval Process as primary interface to Middle East Region Management from APJ Customer Portfolio Management Team
• Preparation of various commercial analyses in Excel including but not limited to spend history & installed base (IB) analysis, Business as Usual (BAU) analysis, and customer contract analysis.
• Development of Bill of Material (BOM) for pricing.
• Development of transformative commercial offers transitioning from perpetual to SaaS/subscription-based.
• Detailed pricing strategy development, modeling, and what-if analysis to align customer requirements with Broadcom's vision.
• Provide advice on contract structure, T&Cs and deal approval, escalation, timelines, and rules.
• Develop up-sell and cross-sell technology and commercial scenarios.
• Prepare detailed commercial offers, value proposition, and customer material in Powerpoint and present them to our Customers in the Middle East.
• Develop negotiation strategy with the account team, mapped to mutual deal execution timeline.
• Engage with Broadcom Business Units and partners to maintain deal strategy & goal alignment. Lead facilitation of teaming agreements on commercials.
• Engage with our Middle East customer's procurement and support negotiations with the core team and customer.