Key Account Manager Defence

In this role you will drive growth in Germany’s military sector by selling integrated defense solutions for land and naval applications. You will work with strategic defense stakeholders, co-developing tailored architectures and managing full sales cycles with support from marketing, bid management, and engineering. You’ll navigate German defense procurement processes and maintain strong relationships with Bundeswehr authorities. This position offers impact in modernizing armed forces through secure, interoperable technologies.

• Drive defense sales across Germany for complex tactical communication, video, and software solutions for Heer and Marine.
• Meet revenue targets through strategic account management and co-creating next-generation solution architectures.
• Leverage Bundeswehr connections to expand Motorola Solutions’ position with military and defense procurement authorities.
• Execute growth plans to expand programs and capture new defense opportunities.
• Maintain accurate forecasts, pipeline, and strategic account plans in Salesforce.
• Monitor defense market dynamics and technology trends relevant to military needs.
• Collaborate with bid management, systems architects, product management, and legal.
• Lead the transition from mission-critical voice to secure LTE/5G data applications for defense use cases.
• Architect integrated solutions combining video security, command software, and secure C4I platforms.
• Demonstrate deep Bundeswehr procurement knowledge and navigate public tender frameworks (VgV/UVgO).
• Ensure compliance with NATO interoperability and security standards for military deployments.
• Build and manage complex stakeholder relationships across Heer, Marine, and procurement officials.

• Proven defense sales track record with complex land or naval systems.
• Deep knowledge of German defense procurement structures and BAAINBw processes.
• Fluent in German and English (written and spoken).
• Experience driving strategic growth and long-term sales cycles with defense customers.
• Excellent negotiation, presentation, and executive communication skills.
• Residence in Germany.

• highly motivated
• structured and strategic mindset
• strong integrity and professional authority
• experience with complex defense systems for land/naval domains
• knowledge of German defense procurement and BAAINBw
• TETRA & Tactical Broadband Convergence (LTE/5G) for secure data