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 accounts.
- Lead full-cycle enterprise sales processes including discovery, solution mapping, stakeholder alignment, business case development, PoCs, negotiation, and closing.
- 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.
- Contribute 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 cloud hybrid solutions, with the ability to connect technology to mission outcomes.
- Experience leading complex RFP RFI driven cycles and multi-year programs.
- Mastery of stakeholder mapping and value selling.
- Partner-led selling acumen with defense primes and national SIs, proven co-sell and channel execution.
- Excellent communication skills and executive presence, including 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.
- Experience leading full cycle enterprise sales discovery, solution mapping, executive alignment, business case TCO, PoCs, negotiation, and closing.
- Ability to navigate public procurement motions such as RFI, RFP, and frameworks with rigor.
- Experience coordinating internal and external stakeholders for compliant submissions.
- Ability to orchestrate cross-functional deal teams including SE, FSA, Partner Technical Managers, and Services to achieve technical and business wins.
- Experience maintaining accurate forecasting, pipeline hygiene, and activity metrics in CRM to meet quarterly and annual targets.
- Ability to develop executive relationships across end customers and the partner ecosystem including SIs, defense primes, and service providers.
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
Certification as a Great Place to Work
Accommodations for candidates with disabilities
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