THE ROLE

We’re seeking a proven Account Executive Public to drive new business and expansion across Germany’s defense ecosystem. You’ll own a named territory spanning ministries and agencies, defense primes, and strategic integrators, leading complex, multi‑stakeholder sales cycles for Pure’s portfolio (FlashArray, FlashBlade, Evergreen//One, Pure1, and Portworx for cloud‑native). You’ll partner closely with Presales, Channels/Alliances, Marketing, and Customer Success to win strategic programs and deliver measurable outcomes in cyber resilience, AI/analytics, data modernization, and hybrid cloud.

What you’ll do

• Build and execute a territory plan for the sector; prospect, develop, and close net‑new logos while expanding existing relationships.

• Lead full‑cycle enterprise sales: discovery, solution mapping, exec alignment, business case/TCO, PoCs, negotiation, and close.

• Navigate public procurement motions (RFI/RFP) and frameworks with rigor; coordinate internal/external stakeholders for compliant submissions.

• Orchestrate cross‑functional deal teams (SE/FSA, Partner Technical Managers, Services) to achieve a clear technical and business win.

• Develop executive relationships across end customers and the partner ecosystem (SIs/defense primes/service providers).

• Maintain accurate forecasting, pipeline hygiene, and activity metrics in CRM; drive to quarterly/annual targets.

• Contribute market feedback to Product and Leadership; represent customer needs and mission context.

What you’ll bring

• 7+ years in enterprise field sales with consistent over‑achievement; recent success in defense/public sector, critical infrastructure, or regulated industries.

• Strong infrastructure background (storage/data platforms, data protection, virtualization, cloud/hybrid) with the ability to connect technology to mission outcomes.

• Experience leading complex RFP/RFI–driven cycles and multi‑year programs; mastery of stakeholder mapping and value selling.

• Partner‑led selling acumen with defense primes and national SIs; proven co‑sell and channel execution.

• Excellent communication and executive presence; strong written proposals and persuasive narratives.

• Language: business fluent German and English.

• Familiarity with German public procurement processes.

Team and collaboration

• Report to a District/Regional Sales Leader; partner with Systems Engineering, Channel/Alliances, Professional Services, and Marketing.

• Work hand‑in‑hand with ecosystem partners to scale reach and accelerate program wins.

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