Account Manager Defense (m/w/d)

About the Position

USU Solutions, a leader in public sector IT services for over two decades, is seeking a dedicated Account Manager Defense (m/w/d) to join our team. This role is pivotal in managing strategic accounts in the public sector, particularly in the defense and security sectors. If you thrive in environments where reliability and availability are paramount, and you have a passion for enterprise software in critical sectors, we want to hear from you.

Your Mission

You will take on strategic responsibility for long-standing major clients in the public sector within the defense and security sectors. You will also expand our business with other defense and security organizations in Germany and, prospectively, in the DACH region. This role combines the development of established major clients with genuine new business in the same market segment.

Together, we inspire our customers for a better service world. Join us now!

Why is this Role Special?

You won't be starting from scratch: established major clients with a long history of using USU products provide a solid foundation from which you can build a significantly larger public and defense business. In this market, trust, reliability, and a genuine understanding of the customer's mission are crucial. Those who know this environment can quickly make a significant impact.

Responsibilities

• You will take commercial and strategic responsibility for existing key clients in the public sector.
• You will develop robust account plans and identify new business potentials across the entire USU solution portfolio.
• You will strengthen existing relationships on a technical, commercial, and strategic level and build new contacts with decision-makers and influencers.
• You will be responsible for renewals, expansions, and cross- and upselling.
• You will systematically develop new opportunities in Germany and, prospectively, in the DACH market – from initial positioning to contract conclusion.
• You will manage complex, long-term sales cycles in formal award and procurement procedures with confidence.
• You will bring customer requirements and market knowledge into the internal organization and work closely with Sales Engineering, Value Engineering, Customer Success, Marketing, Partner Management, Sales Operations, Consulting, and Product Management.
• You will represent USU at relevant events and further enhance our visibility in the public and defense market.

Requirements

• Experience in strategic account management, ideally in the software, SaaS, or enterprise technology environment.
• Understanding of public procurement: award procedures, framework agreements, budget, and release logic.
• Confidence in long, complex sales cycles with many stakeholders and formal processes.
• The ability to develop relationships from operational contact persons to management level.
• The ability to convey the business and operational benefits of software in a comprehensible and convincing manner.
• Structured, binding, and self-responsible working style.
• Fluency in German and English.
• Willingness to travel for customer appointments and events.

Desirable Skills

• Knowledge of military or governmental organizational structures and procurement processes in the defense sector, for example, through a career in the Bundeswehr (also as an officer (m/w/d) a. D.), at a Bundeswehr IT service provider, in the defense industry, or in another governmental environment.
• A robust network in the defense or security sector.
• Willingness to undergo a security clearance if required by the project.

We Offer

• Strategic key clients with high relevance and long-standing relationships with USU.
• A clear growth mandate for the German and, prospectively, the DACH-wide public and defense market.
• A broad software portfolio with high relevance for complex and critical IT environments.
• Close collaboration with specialized teams from Sales Engineering, Value Engineering, Customer Success, Marketing, Sales Operations, Consulting, and Product Management.
• Scope for shaping the development of our defense and security business.
• A role with high visibility and strategic importance within USU.

Our Benefits

• Individual training in the U Step Up! training program.
• Buddy program and individual onboarding plan for new employees, as well as an introductory event.
• Flexible working hours and hybrid working possible.
• Workation in the EU abroad.
• 30 days of vacation annually, additional vacation days for long-term employment, and further special leave.
• Up to 44 additional vacation days possible in exchange for salary conversion.
• Accident insurance and support for occupational disability insurance.
• Discounted membership in the company fitness program (EGYM Wellpass, Urban Sports Club).
• Bonuses for recruiting new employees.
• Subsidized lunch offer.
• A selection of hot and cold drinks & snacks provided free of charge.
• Sufficient parking spaces with charging stations for electric vehicles.

Contact

Sonja Mayer

Human Resources Specialist

+49 711 94707-35

[email protected]

Locations

• Home Office, Germany
• Aachen, Germany
• Karlsruhe, Germany
• Leinfelden-Echterdingen, Germany
• Möglingen, Germany

Summary

• Division: Sales
• Seniority: Professionals
• Working Hours: Full Time
• Work Location Type: Hybrid