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Job Description:

Joining Symantec/Carbon Black, a division of Broadcom, you will be part of an industry changing Catalyst Partner Program focused on driving Carbon Black’s portfolio to the commercial and enterprise markets via our partner ecosystem. We’re looking for experienced Account Directors with cybersecurity domain expertise who want to make a formative impact in a fast-paced, high-growth environment.

In this role, you will support and retain our existing customer base while driving initiatives focused on customer recovery and new sales through our partner ecosystem. This requires a deep understanding of the endpoint space and the ability to effectively facilitate business growth via the channel.

Responsibilities

Manage/assess all Carbon Black renewals ensuring they are being touched via resellers
Mitigate support challenges, delegating to the proper contacts at the aggregator or Broadcom and managing escalations as needed
Facilitate customer facing meetings/calls to address concerns directly
Engage designated reseller(s) to enable fast renewal of agreements
Identify former Carbon Black customers who have migrated away due to the Broadcom experience and engage partners to recover their business
Design customer recovery program and drive execution via Catalyst partner and resellers
Engage key Carbon Black certified resellers to:
- Drive net new business
- Receive and action leads generated by pipeline investments
- Facilitate delivery of roadmap sessions
- Manage channel conflict/deal registrations
Drive resellers to higher certification levels
Attend weekly cadences:
- Deal development
- Pipeline management
- Customer alignment and strategy development
Represent the company at reseller specific forums and conferences
Manage a set of named resellers
Engage daily with named resellers on customer quotes, install base reports, site ID requests, support escalations, subject matter expert requests, channel conflict resolution, customer calls, and resource introductions.
requirements
Deep understanding of each reseller’s sales methodology, compensation plans and success criteria
Build and manage annual business plan with named resellers - ensuring alignment with Broadcom objectives and brand
Develop focused sales campaigns to drive renewals and net new sales
Attend Bi-weekly strategy sessions - Deal review, Customer Alignment
Review and execute marketing activities with resellers monthly
Reinforce training on sales plays and drive adoption of Broadcom sales place
Drive resellers to new certification levels
Collaborate cross-functionally with internal teams—including Sales Engineering, Sales Operations, Product Management, and Marketing—to drive product adoption
Provide regular forecasts of business opportunities to Sales and executive leadership.
Stay informed on the product roadmap, features, and functions, understanding their application to business and technical challenges. Maintain ongoing communication with Product Management for updates.

Qualifications

Bachelors and 12+ years of sales experience with at least 5 years selling enterprise security solutions in the following areas is preferred: Cloud Security, Secure Access Service Edge (SASE), Zero Trust (ZTNA), Data Loss Prevention (DLP), Endpoint Security (EDR), Advanced Threat solutions, Cloud Access Security (CASB), UEBA, Insider Threat.
Strong knowledge of the endpoint competitive landscape
Demonstrated success retaining existing customers, recovering lost customers and building pipeline and driving new opportunities to closure
Experienced in leveraging partners to drive mutual success
You can effectively articulate and present well in front of technical and executive-level stakeholders.
You have a demonstrated passion for selling cybersecurity and know how to win.
Must be highly motivated, self-starter, possess a positive-aggressive attitude, and have excellent organizational skills.
Devotion to continual personal sales development, customer service, and follow-up.
The ability to be flexible and work in a rapidly changing environment is required.
The ability to work with a variety of internal groups.

Additional Job Description:

Compensation and Benefits

The annual base salary range for this position is $103,000 - $164,000

This position is also eligible for a discretionary annual bonus in accordance with relevant plan documents, and equity in accordance with equity plan documents and equity 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, gender identity, 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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