Account Executive Defense, Public Germany
Pure StorageRemote
Full Time
Posted December 12, 2025
Not Specified
Remote
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Application opens on company website
Job Description
The role involves driving enterprise sales and expanding business within Germany's defense sector by managing complex sales cycles, building strategic relationships, and collaborating with cross-functional teams to deliver data storage and cloud solutions that meet mission-critical needs.
Key Responsibilities
- Build and execute a territory plan to develop and close new business opportunities and expand existing relationships.
- Lead full-cycle enterprise sales processes including discovery, solution mapping, stakeholder alignment, business case development, PoCs, negotiation, and closing deals.
- Navigate public procurement processes such as RFI, RFP, and frameworks, ensuring compliant submissions.
- Coordinate cross-functional deal teams to achieve technical and business wins.
- Develop and maintain executive relationships with end customers and partner ecosystem including defense primes and system integrators.
- Maintain accurate sales forecasting, pipeline management, and activity tracking in CRM.
- Provide market feedback to product and leadership teams to represent customer needs and mission context.
Requirements
- 7 years in enterprise field sales with consistent over achievement, recent success in defense public sector, critical infrastructure, or regulated industries.
- Strong infrastructure background including storage data platforms, data protection, virtualization, and hybrid cloud, with the ability to connect technology to mission outcomes.
- Experience leading complex RFP (Request for Proposal) and RFI (Request for Information) driven cycles and multi-year programs.
- Mastery of stakeholder mapping and value selling.
- Partner-led selling acumen with defense primes and national system integrators (SIs), proven co-sell and channel execution.
- Excellent communication skills and executive presence, with strong written proposals and persuasive narratives.
- Language proficiency in business fluent German and English.
- Familiarity with German public procurement processes.
- Ability to build and execute a territory plan for prospecting, developing, and closing net new logos while expanding existing relationships.
- Ability to lead full cycle enterprise sales discovery, solution mapping, executive alignment, business case TCO, proof of concepts (PoCs), negotiation, and closing.
- Experience navigating public procurement motions such as RFI, RFP, and frameworks with rigor.
- Ability to coordinate internal and external stakeholders for compliant submissions.
- Experience orchestrating cross-functional deal teams including SE (Systems Engineering), FSA (Field Sales Associate), Partner Technical Managers, and Services to achieve technical and business wins.
- Ability to develop executive relationships across end customers and partner ecosystem including system integrators, defense primes, and service providers.
- Experience maintaining accurate forecasting, pipeline hygiene, and activity metrics in CRM systems.
- Ability to contribute market feedback to product and leadership teams, representing customer needs and mission context.
- Ability to work collaboratively with Systems Engineering, Channel Alliances, Professional Services, and Marketing teams.
Benefits & Perks
Flexible time off
Wellness resources
Company-sponsored team events
Recognition as Fortune's Best Large Workplaces in the Bay Area
Recognition as Fortune's Best Workplaces for Millennials
Certified as a Great Place to Work
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