Manufacturing Offering Lead Europe

Purpose

In order to accelerate growth of Manufacturing offerings in Europe, we have an open position for a Manufacturing Offering Lead.

This role forms a bridge between Global Portfolio teams developing offerings and country sales organizations. The main responsibility of the Offering Lead is to ensure that our customer-facing teams are provided with the portfolio of offerings which they need to be successful in front of our customers. This entails shaping the Manufacturing GTM strategy for Europe and ensuring local sales & presales teams have the right focus, the right support and are fully enabled to be successful in selling.

 

Reporting Line

Reports to Director, Head of Verticals, Europe

 

Responsibilities

 

· Building and maintaining a set of stakeholder contacts within the countries of the region and globally

· Understanding Manufacturing portfolio’s requirements from the regional stakeholders, using those requirements to create a picture of regional demand and representing that demand within the region and globally to the portfolio teams

· Sharing global portfolio output into the European countries

· Supporting countries through enablement and training for selling and delivering the portfolio (both regional and global)

· Maintaining an outside-in view of our Manufacturing portfolio through market scanning, understanding our competition and engagements with analysts (e.g. Gartner, Forrester, ISG)

· Collaborate with any Product Managers assigned to the European Manufacturing Portfolio

· Identify portfolio elements that offer the most potential in Europe (access to market research material and Gartner analysts amongst other things)

· Build detailed Sales & Marketing plans in each country together with local teams and European Manufacturing marketing lead

· Ensure plan is well executed by tracking progress through select KPI’s (pipeline creation, win rate, order booking, revenue and margin booking, lead generation.)

· Ensure sales teams have the right focus and the right skills

· Ensure sales and presales teams are fully enabled to sell the offerings

· Support specific deals directly or through identification of resources capable to help

· Animate community of industry experts across the region

 

Experience

Candidates must be dynamic, intelligent, curious, have a growth mindset, be good in consensus building across regions and cultures, and be a persuasive team player who can serve as an effective member of a dynamic team. They are expected to have good technical and business understanding of Manufacturing offerings and strong negotiation skills.

Business degree or engineering degree, with equivalent relevant experience of minimum of 5 years. Good understanding of IT market and innovation. Ability to work and effectively prioritise in a highly dynamic work environment. Brings deep manufacturing domain expertise combined with strong OT and IT knowledge.

 

Skills

· Substantial experience (+5 years) of designing, selling and / or delivering complex solutions to the manufacturing industry (manufacturing engineering, production/operations management, digital manufacturing/smart factory, MES/OT consulting)

· Strong understanding of production processes, lean manufacturing, KPI’s, quality systems, maintenance strategy, production planning & scheduling

· Solid understanding of OT & industrial systems (PLC, SCADA, MES/MOM platforms, industrial communication protocols, edge & IIoT architectures, industrial cybersecurity)

· Strong knowledge of IT & Digital Technologies (cloud platforms, enterprise integration, data platforms, analytics & AI, IoT & streaming architectures, cybersecurity principles)

· Experience in consulting, system integration, or industrial solution providers

· Strategic thinker with strong business acumen

· Be able to deal with and influence senior internal customers in a multi-cultural environment.

· Have strong presentation and negotiation skills across technical and business audiences

· Understand Fujitsu global strategies and methodologies.

· Ability to put together and defend a business plan.

· Basic understanding of financials

· Understand main sales and delivery processes, including GDC.

· Good level of written and spoken English mandatory

· Other European language is a plus.