Account Manager – Defense (m/f/d)
Locations: Leinfelden-Echterdingen, Munich, Berlin, Hamburg, Darmstadt, Frankfurt am Main, Bonn, Düsseldorf, Dresden (Germany)
Contract: Permanent, full-time • Hybrid (≈50% on-site) • Travel approx. 10–25%
Languages: Native German + fluent English
Role Summary
Manage and grow a portfolio of defense-sector customers for ICT solutions. Serve as the main point of contact, develop senior-level relationships, shape complex solution deals in IT, cyber security, cloud, and SAP, and drive them from initial conversation to contract closure.
Key Responsibilities
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Grow and develop key accounts within the German defense sector
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Build and execute account plans and sales strategies
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Identify new business opportunities and engage new stakeholders
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Translate customer requirements into tailored ICT solution proposals
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Manage the full sales cycle including pricing, proposals, and contract negotiations
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Represent the company at customer meetings, industry events, and trade fairs
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Maintain CRM data, pipeline, and reporting; take revenue and margin ownership for assigned accounts
Requirements
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Degree or equivalent in business, engineering, or IT
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Minimum 5 years’ experience selling ICT solutions to the defense sector
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Strong understanding of the German defense IT landscape and Bundeswehr environment
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Established network across the defense industry (armed forces, system integrators, suppliers)
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Proven experience with IT, cyber security, cloud, and SAP solution sales
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Excellent communication, presentation, and negotiation skills
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Native-level German and business-fluent English
Nice to Have
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Project management experience on complex deals or bids
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Commercial steering experience (margins, forecasts, business cases)
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Existing senior / C-level customer contacts