Emea Industry Director Manufacturing

**The Elevator Pitch: Why will you enjoy this new opportunity?**

As Manufacturing Industry Director at VMware you'll define and shape the opportunities in this broad market. You will take the lead in differentiating VMware's product offering in this strategic market and building a cohesive message to deliver VMware's vision specifically to our Manufacturing customers.

You will represent the Manufacturing industry requirements and buying behaviors for major investment, enabling our sales engagements to be impactful, senior level and accelerated. Your efforts in supporting sales generating deals, providing solutions and content, supporting partners and customers will all be geared toward setting the standard for the market and creating momentum in sales.

With a direct report to our Enterprise Sales Transformation Director, EMEA, you are part of a team of 6 that helps drive the organisation towards its ambitious goals.

**Success in the Role: What are the performance outcomes over the first 6-12 months**
- Identify the market requirements of the Manufacturing industry and identify key market trends and opportunities.
- Bring to bear acquired expertise and experience within EMEA, delivering a vertical sales momentum for Manufacturing, driving better impact and influence with our customers.
- Know our competition, integrate our partner network and its capabilities, effectively define/align the positioning and value proposition messaging
- Foster excellent relationships with sales and other relevant functions, including our partners, to create a strategic growth mindset approach to the market.
- Identify the most effective practices to be replicated across customers and countries. Deliver supporting material and sales enablement, provide industry expertise to the sales teams with content. Drive the creation of customer references and use cases to accelerate the pipeline growth.
- Integrate market trends and VMware capabilities to craft creative solutions to customer needs.
- Directly support sales in large deal opportunities. Deliver customer facing presentations & elaboration of value propositions and proposals including through the partner eco system.
- Develop appropriate messaging and solution content. This includes white papers, presentations brochures, data sheets and web pages for this vertical market.

**The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?**
- Extensive, proven track record in Manufacturing (driving a digital agenda for organizations, via working in IT or a line of business)
- Strong consultative mind-set and ability to uncover business challenges
- Excellent interpersonal, verbal and written communication skills coupled with strong leadership and problem-solving abilities.
- Highly credible customer-facing and executive presence
- Excellent relationship building skills and business acumen
- A holistic and detailed understanding of how technology can meet the demands of the Manufacturing businesses.
- Ability to run workshops and forums with different stakeholders, including executive and board level

**What is the leadership like for this role? What is the structure and culture of the team like?**

The hiring manager for this Industry Director role is Alexandra Baleta, Senior Director, EMEA Industry - based in Austria. She leads the industry team of 5 managers supported by and collaborating closely with the ACT (Application & Cloud Transformation Team), Solutions Engineers (SE’s), Global Solution Consultants, several external regional industry consultants and Business Unit Specialists covering the technology portfolio.

Alexandra Baleta brings a consultative, visionary management style, built on over 20 years’ experience of covering different industries such as manufacturing/automotive, media, FSI, CPG, chemicals and pharma. She has always been close to software and IT matters and taken a business-led approach while promoted technology as a key enabler to growth and change. Alexandra is an empathetic leader with high ethical standards and a pragmatic approach to building a successful industry practice within VMware. She deeply believes in building long-lasting, trusted customer relationships, sourcing, developing and retaining talent, investing relentless energy and contributing to the team’s success.

**Location**: Remote office Germany

**What are the benefits and perks of working at VMware?**
- Employee Stock Purchase Plan
- Medical Coverage and Parental Leave Plans for All Family Types
- Generous Time Off Programs
- 40 hours of paid time to volunteer in your community
- Rethink's Neurodiversity program to support parents raising children with learning or behavior challenges, or developmental disabilities
- Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)

**Category **:Sales
**Subcategory**:Business Development
**Experience**:Business Lea