Strategic Accounts Manager - Defence Vertical, Germany (m/f/d)

Strategic Accounts Manager - Defence Vertical, Germany (m/f/d)

The Red Hat Enterprise Sales team is looking for an Enterprise Account Executive to join us in Germany. Based in Berlin, Bonn or Frankfurt, the successful candidate will be responsible for growing revenue within the Germany Public Sector vertical, focused on the Germany Armed Forces. In this role, you will be responsible for helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Enterprise Account Executive, you will gain an understanding of our customers’ processes, needs, and challenges while promoting the value of Red Hat’s solutions and how they can deliver value to the customer.

What You Will Do

• Be responsible for developing a growth strategy for the Germany Defence clients
• Cultivate C‑Level executive relationships within the aligned organizations in order to position Red Hat as a strategic partner to their business (e.g. 1 Star General, Ministerialdirigent and above)
• Develop an Ecosystem strategy to partner together to strengthen Red Hat’s customer value proposition
• Translate Red Hat’s sales strategy into a relevant defence strategy and work with the wider EMEA Defence team
• Apply knowledge of relevant use cases and Red Hat’s strategic offerings in order to build value propositions that identify and deliver increased upsell, cross‑sell, and renewals business opportunities
• Collaborate with the Defence Industry account teams to co‑create Success and Growth Plans, understanding how the customer derives value from Red Hat’s solutions to support expansion and retention to form a Defence Strategy
• Be accountable for the execution of the strategy with the goal to increase bookings performance and customer success in key projects
• Support complex sales cycles from prospecting to closing deals
• Build a go‑to‑market strategy with key regional partners (e.g., IBM, Accenture, Capgemini etc.), system integrators, and consulting practices
• Representative in associations such as bitkom and AFCEA desirable

What You Will Bring

• Strong domain expertise in the German defence space, ideally with proven experience with NATO and German army force and engagement across large ministerial departments
• 7+ years of enterprise software experience with a demonstrable record of success within Defence projects
• Excellent leadership and communication skills with ability to present to executives or at industry events
• Motivated and result‑oriented with the ability to perform within a fast‑paced environment
• Reliable, committed, and organised with the ability to handle change easily
• Ability to demonstrate creativity and innovative thinking
• Relevant clearance to support client engagement
• Able to hold yourself and the wider support teams accountable
• Ideally, an existing network in the public and private defence sector with software‑defined defence background

Seniority level

• Not Applicable

Employment type

• Full‑time

Job function

• Sales and Business Development
• Software Development and IT Services and IT Consulting

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community‑powered approach to deliver high‑performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in‑office, to office‑flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We’re a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat

Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application‑ General inquiries, such as those regarding the status of a job application, will not receive a reply.