Key Account Manager - Defence
Company Overview
At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.
Department Overview
Motorola Solutions is defining the future of the security industry through innovative, end-to-end solutions. Delivering the world’s best technology, MSI’s industry-leading HD network video management software, megapixel cameras, access control and video analytics products outpace the competition by a wide margin. We offer customers in more than 120 countries a customizable end-to-end, scalable and open solution to monitor property and protect people and their assets across diverse locations, including stadiums, retail environments, school campuses, casinos, critical infrastructure and transportation stations. MSI products are designed and manufactured to provide customers with the most reliable and highest quality technology in the industry.Job Description
Position Overview: We are seeking a high-performing Account Executive to join our DACH-L Defence team, focusing on the military sector in Germany. In this role, you will engage with strategic defense stakeholders to position and sell our comprehensive suite of complex systems tailored for land forces (Heer) and naval capabilities (Marine). You will drive business growth by identifying new opportunities, managing long-term sales cycles, and co-developing innovative, tailored solutions alongside our military customers. Leveraging deep domain expertise, you will manage the entire sales cycle-from lead generation to deal closing-supported by internal marketing, bid management, and technical engineering teams.
Key Responsibilities
Driving defense sales across Germany, focusing on complex tactical communication, video, and software solutions for naval and army applications.
Achieving order and revenue targets through strategic account management, business development, and co-creating next-generation solution architectures with end-users.
Leveraging existing, high-level connections within the Bundeswehr to further expand, deepen, and solidify Motorola Solutions' positioning as a core technology partner across military and defense procurement authorities.
Executing targeted business growth plans to expand existing programs and capture new defense opportunities across the German military landscape.
Maintaining accurate sales forecasts, pipeline tracking, and strategic account plans in Salesforce.
Monitoring competitive market dynamics, military requirements, and defense technology trends.
Collaborating closely with cross-functional teams including bid management, systems architects, product management, and legal.
TETRA & Tactical Broadband Convergence: Leading the transition from mission-critical voice to secure broadband (LTE/5G) data applications, ensuring seamless interoperability across legacy networks and modern tactical land/maritime operational environments.
MSI Defence Ecosystem Selling: Architecting integrated "Better Together" solutions-combining Tactical Video Security, Command Center Software, and secure C4I capabilities into unified defense platforms.
Physical Security Integration: Identifying growth opportunities in site security, encompassing video security, perimeter protection, and access control solutions tailored for military installations and public safety/ critical infrastructure.
Bundeswehr Procurement Expertise: Demonstrating deep operational knowledge of German defense procurement processes (BAAINBw, CPM), navigating complex defense budgets, and managing strict public tender frameworks (VgV/UVgO).
Security & Regulatory Compliance: Maintaining high-level fluency in national security standards, NATO interoperability protocols, and strictGeheimschutz(classified data handling/security clearance) requirements for military-grade deployments.
Military Stakeholder Engagement: Managing complex stakeholder relationships across the military hierarchy, from BAAINBw procurement officials and technical military officers to operational end-users in Heer and Marine units.
Basic Requirements
Essential Skills & Qualifications:
Proven track record of successful sales within the defence sector, with a primary focus on complex systems for land power (Heer) or naval (Marine) domain applications.
Deep knowledge of German defense procurement structures, budgeting cycles, and BAAINBw processes.
Fluent in German and English (written and spoken).
Demonstrated experience in driving strategic growth, managing long-term sales cycles, and co-developing tailored technical solutions with defense customers.
Excellent negotiation, presentation, and executive-level communication skills.
Residency in Germany is required.
Preferred Qualifications:
Prior Military Background: Previous service experience within theBundeswehr(e.g., former officer or specialist) is a significant advantage, bringing first-hand operational insights and deep familiarity with military workflows.
Physical Security Expertise: Experience or familiarity with video surveillance, perimeter protection, and access control systems for defense or high-security facilities is a strong plus, though not mandatory.
Key Attributes:
Highly motivated, structured, and strategic mindset tailored for long-term defense pursuits.
Strong personal integrity, work ethic, and professional authority in executive military environments.
Proven ability to negotiate and close complex, multi-year government and defense contracts.
Travel Requirements
Over 50%Relocation Provided
NonePosition Type
ExperiencedReferral Payment Plan
YesCompany
Motorola Solutions Germany GmbHEEO Statement
Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.
We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.