Bitdefender is expanding its Government & Defense business across Europe. We are seeking a Regional Sales Manager to lead business development, strategic account management, and revenue growth within Germany's public sector.

The successful candidate will drive sales across federal ministries, state governments, defense organizations, intelligence agencies, law enforcement, and critical infrastructure operators. Working closely with Government Affairs, channel partners, and the regional enterprise sales organization, you will build long-term strategic relationships while executing complex cybersecurity opportunities.

Key Responsibilities

Business Development

Own revenue growth across:

• Federal Government
• State Governments (Länder)
• Municipal administrations
• Defense
• Law Enforcement
• Intelligence Community
• Critical Infrastructure
• Healthcare
• Public Utilities

Develop strategic account plans for Germany's largest public-sector organizations.

Sales Leadership

• Build and manage a qualified government sales pipeline.
• Lead complex cybersecurity sales opportunities from qualification through contract award.
• Coordinate cross-functional bid teams.
• Develop executive relationships with customer leadership.
• Drive forecast accuracy and pipeline health.
• Achieve quarterly and annual sales targets.

Strategic Account Management

Develop executive relationships with:

• CIOs
• CISOs
• Procurement leaders
• Digital Transformation executives
• Security Operations leadership
• Government decision-makers

Become the trusted cybersecurity advisor to key accounts.

Partner Development

Develop joint business plans with:

• Systems Integrators
• Government resellers
• Defense contractors
• Managed Security Service Providers
• Cloud partners

Work closely with strategic partners including:

• Deutsche Telekom
• SAP
• Rheinmetall
• Hensoldt
• Airbus Defence
• Rohde & Schwarz
• Accenture
• Capgemini

Bid & Procurement Management

Lead participation in:

• Public tenders
• Framework agreements
• Competitive procurements
• National cybersecurity programs

Coordinate internal resources including:

• Sales Engineering
• Legal
• Product Management
• MDR
• Professional Services

Collaboration

Partner closely with:

• Government Affairs
• Marketing
• Product Management
• Threat Intelligence
• Channel
• Executive Leadership

Translate market intelligence into commercial opportunities.

Required Qualifications

• 8–12+ years of enterprise cybersecurity sales.
• Significant experience selling into German public sector organizations.
• Proven success managing multi-million Euro opportunities.
• Strong understanding of public procurement.
• Experience navigating complex buying centers.
• Excellent executive presentation skills.
• Fluent German and English.

Preferred Experience

Experience selling:

• XDR
• MDR
• Endpoint Security
• SIEM
• Cloud Security
• Threat Intelligence
• Digital Sovereignty solutions

Success Metrics

• Annual Revenue
• New Business
• Public-sector pipeline
• Strategic wins
• Framework agreements secured
• Forecast accuracy
• Partner-generated business
• Executive relationships developed
• Customer satisfaction

Key Competencies

• Executive selling
• Strategic account planning
• Negotiation
• Commercial leadership
• Relationship management
• Opportunity qualification
• Collaboration
• Results orientation