Regional Sales Manager - Government & Defense
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AI Summary
Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, enterprise, and government environments, Bitdefender is one of the industry’s most trusted experts for eliminating threats, protecting privacy, digital identity and data, and enabling cyber resilience. With deep investments in research and development, Bitdefender Labs discovers hundreds of new threats each minute and validates billions of threat queries daily. The company has pioneered breakthrough innovations in antimalware, IoT security, behavioral analytics, and artificial intelligence and its technology is licensed by more than 180 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170+ countries with offices around the world. For more information, visit https://www.bitdefender.com
Bitdefender is expanding its Government & Defense business across Europe. We are seeking a Regional Sales Manager to lead business development, strategic account management, and revenue growth within Germany's public sector.
The successful candidate will drive sales across federal ministries, state governments, defense organizations, intelligence agencies, law enforcement, and critical infrastructure operators. Working closely with Government Affairs, channel partners, and the regional enterprise sales organization, you will build long-term strategic relationships while executing complex cybersecurity opportunities.
Key Responsibilities
Business Development
Own revenue growth across:
- Federal Government
- State Governments (Länder)
- Municipal administrations
- Defense
- Law Enforcement
- Intelligence Community
- Critical Infrastructure
- Healthcare
- Public Utilities
Develop strategic account plans for Germany's largest public-sector organizations.
Sales Leadership
- Build and manage a qualified government sales pipeline.
- Lead complex cybersecurity sales opportunities from qualification through contract award.
- Coordinate cross-functional bid teams.
- Develop executive relationships with customer leadership.
- Drive forecast accuracy and pipeline health.
- Achieve quarterly and annual sales targets.
Strategic Account Management
Develop executive relationships with:
- CIOs
- CISOs
- Procurement leaders
- Digital Transformation executives
- Security Operations leadership
- Government decision-makers
Become the trusted cybersecurity advisor to key accounts.
Partner Development
Develop joint business plans with:
- Systems Integrators
- Government resellers
- Defense contractors
- Managed Security Service Providers
- Cloud partners
Work closely with strategic partners including:
- Deutsche Telekom
- SAP
- Rheinmetall
- Hensoldt
- Airbus Defence
- Rohde & Schwarz
- Accenture
- Capgemini
Bid & Procurement Management
Lead participation in:
- Public tenders
- Framework agreements
- Competitive procurements
- National cybersecurity programs
Coordinate internal resources including:
- Sales Engineering
- Legal
- Product Management
- MDR
- Professional Services
Collaboration
Partner closely with:
- Government Affairs
- Marketing
- Product Management
- Threat Intelligence
- Channel
- Executive Leadership
Translate market intelligence into commercial opportunities.
Required Qualifications
- 8–12+ years of enterprise cybersecurity sales.
- Significant experience selling into German public sector organizations.
- Proven success managing multi-million Euro opportunities.
- Strong understanding of public procurement.
- Experience navigating complex buying centers.
- Excellent executive presentation skills.
- Fluent German and English.
Preferred Experience
Experience selling:
- XDR
- MDR
- Endpoint Security
- SIEM
- Cloud Security
- Threat Intelligence
- Digital Sovereignty solutions
Success Metrics
- Annual Revenue
- New Business
- Public-sector pipeline
- Strategic wins
- Framework agreements secured
- Forecast accuracy
- Partner-generated business
- Executive relationships developed
- Customer satisfaction
Key Competencies
- Executive selling
- Strategic account planning
- Negotiation
- Commercial leadership
- Relationship management
- Opportunity qualification
- Collaboration
- Results orientation
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