Major Account Manager - Defense Industry (Rüstungsunternehmen)

Location: Remote within Germany, with travel as necessary within the territory and to company-wide meetings. The role is associated with Munich, Berlin, Cologne, Dresden, Düsseldorf, Frankfurt, Hamburg, and Stuttgart.

Company

Cybersecurity organization focused on protecting customers’ digital environments through cloud and security solutions.

What you will do

• Drive and orchestrate large, complex sales cycles with internal teams and partners.
• Identify customer business challenges and develop solutions through consultative and value-based selling.
• Position cybersecurity solutions based on customer needs and the competitive landscape.
• Create territory plans, define sales goals, and maintain accurate forecasts.
• Build compelling account-specific value propositions using customer and prospect insights.
• Develop channel-partner relationships and travel within the territory when necessary.

Requirements

• Experience with SaaS-based architectures, preferably in networking or cybersecurity.
• Experience selling complex solutions using value-selling or consultative-sales techniques, ideally to German defense-industry accounts.
• Technical aptitude for connecting technology solutions with business problems.
• In-depth knowledge of the full sales cycle and structured sales processes.
• Strong problem-solving, time-management, autonomy, and self-direction skills.
• Strong written and spoken English and German proficiency required.

Culture & Benefits

• Remote work with collaboration across geographies.
• Access to sales systems, research, sales libraries, and internal solution-selling support.
• Structured FLIGHT onboarding with virtual and in-person learning at headquarters.
• Culture centered on trust, accountability, collaboration, inclusion, and shared success.
• Immigration sponsorship is not available for this position.