About the role

AI summarised

The Field Commerce Executive (APJ) is a senior leadership role focused on driving large, complex software deals across the Asia-Pacific and Japan region. The role involves shaping commercial strategies, leading CXO-level customer engagements, structuring high-value proposals, and negotiating transformational deals. The FCE works closely with sales teams and internal stakeholders to maximize revenue potential while ensuring alignment with customer strategic goals.

FablessOnsite

Key Responsibilities

Articulate the business case and financial value of solutions and proposals to senior customer executives
Lead and creatively shape commercial strategies for the largest and most complex pursuits
Lead large and complex negotiations with customers to drive deal success
Increase the value of complex deals by ensuring senior customer stakeholders are fully engaged and aware of the value of Broadcom’s proposed software solutions
Creative shaping of commercial deal structures that maximize revenue potential for Broadcom and demonstrate good financial value for customers
Lead, create, and position customer-facing proposals that succinctly articulate strategic alignment of technical and business value to customer executives
Lead and orchestrate large, complex negotiations with customers
Ensure internal support for large deal structures by securing internal deal approvals from Broadcom’s executive management in APJ and globally
Accelerate Broadcom’s sales capability by uplifting sales teams and generating repeatable initiatives and templates scalable across APJ teams

Requirements

More than 15 years’ experience working as a Senior Commercial Executive with an embedded background in technology
Experience within a large customer organization or selling to large customer organizations at CXO level
Held or directly supported a CXO-level role in major global or regional organizations
Track record of leading large-scale transformational and strategic business cases
Strong awareness of customers’ executive-level strategic challenges and opportunities in technology transformation and operations
Understanding of how infrastructure and cloud technologies play a role in achieving strategic success for customers
Strong numerical and financial skills, including ability to quickly digest data and creatively shape hypothesis deal structures
Creativity in positioning numbers to meet customer needs and drive compelling action for both customers and Broadcom
Solid grasp of key financial metrics (ROI, Payback, NPV, Cashflow, Amortization) used by customers to validate proposal value
Ability to succinctly articulate financial information to customers
Excellent Excel skills to produce clear models and charts that logically build upon deal data points and roll up into concise metric summaries
Strong PowerPoint skills to generate high-impact, high-value proposal narratives and documents
Ability to credibly engage with senior customer executives (CIO, VP, CFO) and position the value of Broadcom’s solution, proposal, and business case
Solid business acumen to appropriately balance creativity, entrepreneurship, and risk-taking in creating, developing, and challenging transformational business cases
Ability to work collaboratively and productively across multiple internal and external teams to lead, influence, and shape strategy to deliver outcomes
Highly trusted individual with industry reputation who maintains and expects high standards for self and team, able to work under pressure