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
The Regional Sales Manager for France is responsible for driving Bitdefender's public-sector business across France by developing strategic relationships with government agencies, defense organizations, critical infrastructure providers, and national cybersecurity stakeholders.
The role combines strategic account management, business development, and complex enterprise selling to accelerate Bitdefender's growth within one of Europe's most strategic cybersecurity markets.
Key Responsibilities
Business Development
Own strategic sales across:
- Central Government
- Ministries
- ANSSI ecosystem
- Defense
- Local Authorities
- Healthcare
- Utilities
- Transportation
- Public Research Organizations
Develop long-term account strategies for France's largest government customers.
Sales Execution
- Deliver quarterly and annual revenue targets.
- Build and maintain a healthy qualified pipeline.
- Manage complex multi-stakeholder sales cycles.
- Lead executive customer engagements.
- Drive large strategic cybersecurity opportunities.
Executive Relationships
Develop trusted relationships with:
- CIOs
- CISOs
- Procurement leaders
- Security Directors
- Digital Transformation executives
- Government leadership
Partner Development
Develop business with:
- Capgemini
- Sopra Steria
- Orange Cyberdefense
- Atos / Eviden
- Thales
- Airbus
- Naval Group
- Local public-sector integrators
Procurement & Frameworks
Lead participation in:
- UGAP contracts
- Government procurement frameworks
- Defense opportunities
- National cybersecurity initiatives
Coordinate internal proposal teams to maximize win rates.
Cross-functional Leadership
Partner with:
- Government Affairs
- Marketing
- Product
- MDR
- Sales Engineering
- Executive Leadership
Convert policy relationships into commercial opportunities.
Required Qualifications
- 8–12+ years selling enterprise cybersecurity solutions.
- Strong experience within the French public sector.
- Proven success closing complex strategic deals.
- Knowledge of French procurement processes.
- Fluent French and English.
Preferred Experience
Background selling:
- XDR
- MDR
- Endpoint Security
- Cloud Security
- Threat Intelligence
- Digital Sovereignty
- Cyber Resilience solutions
Success Metrics
- Revenue attainment
- Pipeline growth
- Strategic account wins
- Framework agreements
- Partner-led opportunities
- Forecast accuracy
- Customer retention
- Executive relationships
Key Competencies
- Enterprise sales leadership
- Executive communication
- Strategic planning
- Negotiation
- Commercial acumen
- Partner management
- Cross-functional collaboration
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