Major Account Manager - Defense Industry (Rüstungsunternehmen)

Location: Remote within Germany; listed locations include Berlin, Cologne, Dresden, Düsseldorf, Frankfurt, Hamburg, and Stuttgart. Travel within the territory and to company-wide meetings is required.

Company

Cybersecurity company focused on protecting digital environments through advanced security solutions, SaaS-based architectures, and zero-trust platforms.

What you will do

• Drive and orchestrate large, complex sales cycles for major defense-industry accounts.
• Identify customer business challenges and develop consultative, value-based solutions.
• Position cybersecurity, networking, and zero-trust solutions against customer needs and the competitive landscape.
• Create territory plans, set sales goals, and maintain accurate forecasting.
• Build compelling account-specific value propositions and cultivate channel-partner relationships.
• Monitor cybersecurity industry trends and travel as required within the territory.

Requirements

• Experience with SaaS-based architectures, ideally in networking or cybersecurity.
• Demonstrated experience selling complex solutions using value-selling or consultative sales techniques, ideally to German defense-industry accounts.
• Technical aptitude and the ability to connect technology solutions with business problems.
• Knowledge of the full sales cycle, structured sales processes, data analysis, and scalable problem-solving.
• Strong autonomy, self-direction, time management, communication, and presentation skills.
• Strong written and spoken English and German are required.

Nice to have

• Experience selling to accounts in the German defense industry.
• Experience with channel-centric go-to-market approaches.

Culture & Benefits

• Remote role with collaboration across geographies.
• Mission-driven cybersecurity environment focused on protecting digital life.
• Structured FLIGHT onboarding program combining virtual and in-person learning.
• Access to sales systems, research, sales libraries, and collaborative enablement.
• Diverse and inclusive workplace with reasonable accommodations for qualified individuals.

Hiring process

• New sales hires complete the FLIGHT onboarding program through dedicated virtual and in-person cohorts.