End User Account Manager - Public Sector Defence

About the role

This role drives business growth and builds strategic customer relationships within the Public Sector Defence segment, covering defence organisations, armed forces and related public-sector entities. It combines business development, strategic account management, opportunity management and public procurement expertise, with accountability for revenue growth, pipeline development and customer satisfaction.

Key responsibilities

• Develop and execute strategic account plans for Defence and public-sector customers, identifying priorities, stakeholders, procurement cycles and opportunities.
• Build trusted relationships with decision-makers, procurement stakeholders, technical teams and senior leadership.
• Lead complex sales opportunities from qualification through proposal, negotiation, award and contract execution, coordinating internal resources.
• Work with presales, technical specialists, services, legal, finance, bid management and partners to design compliant solutions.
• Manage partner ecosystems, drive renewals, extensions and expansions, and ensure compliance with public-sector procurement, security and regulatory requirements.
• Maintain accurate opportunity, pipeline and forecast data and act as a key point of contact for customers.
• Represent the organisation at customer engagements, industry events and Defence/public-sector forums.

Required profile

• Four-year or graduate degree in a relevant field, or equivalent professional experience.
• Typically 7-10 years of enterprise or public-sector sales, preferably in Defence, Government, IT infrastructure, managed services or related fields.
• Demonstrated experience managing complex B2G/B2B sales cycles and strategic accounts.
• Experience with public tenders, framework agreements and formal procurement is highly desirable; security clearance or eligibility to obtain one is an advantage.

Required skills

• Account management, strategic account planning and key account management
• B2G sales, public tenders and framework agreements, tender and bid management
• Solution selling, consultative selling and sales forecasting
• Partner and ecosystem management, stakeholder management

What we offer

• Full-time position with 25% travel allowance.
• No shift premium (Spain).