Partner GTM Leader

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Job Description:

The Partner GTM Leader will be responsible for developing and implementing a
partner sales strategy, programs, and processes essential to growing this segment of
the company. This position requires a successful track record of exceeding
expectations and a high degree of motivation and entrepreneurship. This role is a
high-impact, revenue-focused, and leadership position, that plays an integral role in
the overall success of the company.

In this role, the Partner GTM Leader will drive growth through collaborating with an
Aggregator Distribution partner to develop/nurture a focus reseller partner network.
You will be a hands-on leader responsible for executing on all aspects of the
business relationship with each partner including recruiting, qualifying, onboarding,
training, GTM strategy, and win/loss reporting. The role requires an individual with
strong leadership, 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 ESD Product and Sales Organizations.

What You’ll Do:
• Working with focus partners, you’ll lead the development of resell strategy, the
management of relationships, and the management and close of a pipeline of
opportunities.
• Create strong relationships based on trust, integrity, and customer satisfaction to
effectively drive sales and repeat business with focus partners.
• Proactively develop and implement partner driven sales plays.
Support efforts to transition direct business where appropriate to management by
partners
• Manage 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.
• Develop strong relationships with direct sales team and provide them with insight
into partnering strategies and best practices as well as partner capabilities.
• Drive 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.
• Support team's business partner sales activity and ensure alignment with direct
sales team and coordinate the involvement of appropriate resources including
solution engineering, support, marketing, product management and management
resources.
• Plan and execute annual business plan with top partners.
• Ensure partners are participating in enablement activities and trained and certified
on portfolio of products.
• Recruit and onboard new high potential partners.
• Provide 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.

What You’ll Bring:
• Bachelor's and 8+ 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. Can
efficiently drive 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.
• Ideal candidate will be proficient in Spanish and/or Portuguese
• This position will be based in or near Latin America.

Job Description
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 the company. This position requires a successful track record of
exceeding expectations and a high degree of motivation and entrepreneurship. This
role is a high-impact, revenue-focused, and leadership position, that plays an integral
role in the overall success of the company.

In this role, the Partner GTM Leader will drive growth through a focus reseller partner
network. You will be a hands-on leader responsible for executing on all aspects of the
business relationship with each partner including recruiting, qualifying, onboarding,
training, GTM strategy, and win/loss reporting. The role requires an individual with
strong leadership, 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 ESD Product and Sales Organizations.

What You’ll Do:
• Working with focus partners, you’ll lead the development of resell strategy, the
management of relationships, and the management and close of a pipeline of
opportunities.
• Create strong relationships based on trust, integrity, and customer satisfaction to
effectively drive sales and repeat business with focus partners.
• Proactively develop and implement partner driven sales plays.
Support efforts to transition direct business where appropriate to management by
partners
• Manage 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.
• Develop strong relationships with direct sales team and provide them with insight
into partnering strategies and best practices as well as partner capabilities.
• Drive 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.
• Support team's business partner sales activity and ensure alignment with direct
sales team and coordinate the involvement of appropriate resources including
solution engineering, support, marketing, product management and management
resources.

• Plan and execute annual business plan with top partners.
• Ensure partners are participating in enablement activities and trained and certified
on portfolio of products.
• Recruit and onboard new high potential partners.
• Provide 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.
What You’ll Bring:
• Bachelor's and 8+ 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. Can
efficiently drive 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.

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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