Major Account Manager, Defense Sector

At Check Point, what you do matters. Every day, we protect over 100,000 organizations worldwide from increasingly sophisticated cyber and AI-driven threats, securing their AI transformation. Our prevention-first approach safeguards hybrid networks, cloud environments, digital workspaces, and AI systems, stopping attacks before they happen. This is where innovation meets real-world impact. You’ll help customers across industries operate with confidence in a rapidly changing digital world, working alongside smart, curious people who take ownership, challenge assumptions, and solve complex problems. We’re proud to be recognized by TIME, Newsweek, and Forbes for excellence and workplace culture. What really sets Check Point apart is the opportunity to grow, contribute, and help companies navigate their AI transformation securely. If you’re excited to work at the forefront of AI-driven security on a global scale, this is the place to do it. What We Are Looking For We are looking for a high-performing Major Account Manager – Public / Defense Sector to join our Germany team. In this strategic role, you will be responsible for growing Check Point’s presence across German defense, public sector, and government-related accounts, while developing strong relationships with key stakeholders, defense industry providers, and senior decision-makers. This role combines new business acquisition, strategic account growth, and public sector relationship management. You will identify and pursue new opportunities within the German defense ecosystem, expand relationships with existing customers and providers, and position Check Point’s cyber security solutions against complex national security, compliance, and infrastructure protection needs. The ideal candidate is a resilient, proactive, and commercially strong sales professional with proven experience in IT or cyber security sales, a strong understanding of public sector or defense procurement environments, and the ability to engage confidently with both technical stakeholders and senior executives. Key Responsibilities Grow and manage relationships with existing German defense industry providers, public sector organizations, and government-related accounts. Identify, qualify, and acquire new defense and public sector customers by leveraging industry knowledge, market insight, and a strong professional network. Navigate complex government procurement processes, compliance requirements, and multi-stakeholder buying environments. Build trusted relationships with a wide range of stakeholders, from IT and cyber security professionals to senior officials and executive decision-makers. Drive new business, expansion opportunities, and strategic account growth across assigned public and defense sector accounts, aligned with the Major Account Manager profile. Develop and execute strategic account plans with a multi-year view, including clear priorities, opportunity mapping, stakeholder engagement, and growth potential. Position Check Point’s cyber security portfolio to address the unique requirements of the German defense and public sector market, including cloud, network security, firewall, AI-driven security, and advanced threat prevention. Lead complex, multi-stakeholder sales processes, including executive engagement, solution alignment, commercial discussions, and negotiations. Collaborate closely with internal teams, including Sales Engineering, specialists, partners, and management, to ensure excellent customer experience and successful implementation. Manage forecasting, pipeline accuracy, sales reporting, and account activity in line with Check Point’s public sector strategy. Support and participate in cyber security events, briefings, and customer engagement activities tailored to the needs of the public and defense sector. 5+ years of quota-carrying sales or account management experience in IT, cyber security, or a related technology field, ideally with exposure to defense, public sector, or government customers. Proven ability to build and grow relationships within defense industry providers, government entities, or public sector organizations. Experience navigating government procurement processes, compliance requirements, and complex public sector sales cycles. Strong understanding of cyber security principles and the ability to connect customer security challenges with relevant solutions. Demonstrated ability to generate new business, expand existing accounts, and manage complex enterprise customers — aligned with the Major Account Manager profile. Strong executive presence and confidence engaging senior stakeholders, decision-makers, and technical audiences. Ability to manage complex buying committees and lead multi-stakeholder engagement across large organizations. Disciplined approach to account planning, qualification, sales reporting, forecasting, and cross-functional collaboration. Solution-oriented mindset with the ability to articulate value clearly and align cyber security solutions to customer priorities. Strong problem-solving skills and the ability to manage critical customer situations professionally and effectively. Relevant degree or advanced studies are preferred. Willingness to travel occasionally for customer meetings, government events, cybersecurity briefings, and stakeholder engagement. Native German and fluent English are required.