Regional Sales Manager - Government and Defense Cybersecurity

About Bitdefender

Bitdefender is a global leader in cybersecurity, renowned for delivering top-tier solutions in threat prevention, detection, and response. Trusted by millions of users across consumer, enterprise, and government sectors, the company is dedicated to eliminating digital threats, safeguarding privacy, protecting digital identities, and promoting cyber resilience. With substantial investments in R&D, Bitdefender Labs identifies hundreds of new threats every minute and handles billions of threat queries daily. Since its inception in 2001, Bitdefender's innovative technologies, including antimalware, IoT security, behavioral analytics, and AI, have been licensed by over 180 leading technology brands worldwide, serving customers in more than 170 countries through global offices.

Role Overview

As Bitdefender expands its Government & Defense division in Europe, we are seeking a Regional Sales Manager to spearhead business development, strategic account management, and revenue growth within Germany's public sector. This position involves promoting sales across federal ministries, state governments, defense, intelligence agencies, law enforcement, healthcare, public utilities, and critical infrastructure entities.

Key Responsibilities

• Drive revenue growth across German federal, state (Länder), municipal governments, defense sectors, law enforcement, intelligence, healthcare, critical infrastructure, and public utilities.
• Formulate and execute strategic account plans for Germany's major public-sector organizations.
• Build and maintain a robust government sales pipeline, overseeing complex cybersecurity opportunities from initial qualification through contract finalization.
• Lead cross-functional bid teams and coordinate internal resources including sales engineering, legal, product management, managed detection and response (MDR), and professional services.
• Establish and nurture executive-level relationships with CIOs, CISOs, procurement leaders, digital transformation executives, security operations heads, and other government stakeholders.
• Develop and manage partnerships with systems integrators, resellers, defense contractors, managed security service providers, and cloud partners—collaborating closely with partners like Deutsche Telekom, SAP, Rheinmetall, Hensoldt, Airbus Defence, Rohde & Schwarz, Accenture, and Capgemini.
• Lead participation in public tenders, framework agreements, competitive procurements, and national cybersecurity programs.
• Collaborate extensively with internal teams such as government affairs, marketing, product management, threat intelligence, channel, and executive leadership to convert market insights into commercial wins.
• Ensure forecast accuracy, maintain healthy sales pipeline, and consistently achieve quarterly and yearly sales targets.

Required Qualifications

• 8 to 12+ years of experience in enterprise cybersecurity sales.
• Demonstrable success selling to German public sector organizations with experience managing multi-million Euro deals.
• Thorough knowledge of public procurement processes and ability to navigate complex buying ecosystems.
• Exceptional skills in executive presentations and strategic negotiation.
• Fluency in both German and English languages.

Preferred Skills and Experience

• Experience selling technologies such as Extended Detection and Response (XDR), Managed Detection and Response (MDR), Endpoint Security, Security Information and Event Management (SIEM), Cloud Security, Threat Intelligence, and Digital Sovereignty solutions.

Success Measures

• Achievement of annual revenue and new business goals.
• Growth of public-sector pipeline and securing strategic wins.
• Successful negotiation and execution of framework agreements.
• Accuracy in sales forecasting and developing strong partner-generated business.
• Building and sustaining executive relationships and high customer satisfaction.

Core Competencies

• Executive-level salesmanship and strategic account planning.
• Effective negotiation and commercial leadership.
• Strong relationship management and opportunity qualification skills.
• Collaborative and results-driven approach.