Account Executive Defense, Public Germany
Pure StorageRemote
Full Time
Posted December 12, 2025
Not Specified
Remote
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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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