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About the Role

In a dynamic national and international security environment, our digital solutions have particular social relevance. Together with over 1,400 employees, we work in interdisciplinary teams – at our locations or flexibly from anywhere in Germany.

Responsibilities

• Strategically develop target customers in the defense and security environment (e.g., BMVg, subordinate departmental authorities, Bundeswehr, BWI, as well as private sector customers in the defense and resilience ecosystem).
• Systematically expand network: relevant decision-makers, needs assessors, IT and specialist departments, purchasing/procurement offices, and industry and implementation partners.
• Develop go-to-market approaches for defense-related services (e.g., digitalization of specialist applications, service portals, platforms, integration/modernization of applications, operating models).
• Identify, qualify, and systematically develop leads and opportunities – including account plans, pipeline management, and forecasts.
• Create tenders, proposals, and proposal presentations – together with the Core Team, Bid Management, and Delivery; responsible for the win-the-bid strategy and storyline.
• Take responsibility for pricing, quality management, and the management of interdisciplinary proposal teams.
• Expand and actively manage framework agreements and partnerships (e.g., with system houses/industry, subcontractors).
• Help shape sales and marketing campaigns for the defense sector (events, specialist formats, roundtables, white papers, etc.).

Requirements

• Strong interest in defense topics and the security-relevant public and private sector environment.
• Relevant network in the defense ecosystem – especially with public clients (BMVg, subordinate departmental authorities), BWI, and/or private sector players.
• Several years of experience in selling complex IT or digitalization services (consulting/IT services/system house/agency) in the defense sector.
• Good understanding of tender and procurement processes (e.g., tenders, framework agreements, suitability/award criteria) and the ability to derive effective proposal strategies from them.
• Confident demeanor with clients, negotiation skills, and the ability to orchestrate stakeholders over long sales cycles.
• Experience with proposal creation, costing, and commercial responsibility (pricing, margin, risks, contract logic).
• Understanding of IT architecture and delivery fundamentals to credibly position solutions.
• High degree of initiative, structure, and assertiveness – combined with team spirit in bid-driven contexts.
• Willingness to travel within Germany depending on customer appointments.
• Plus: Own background through military service in the Bundeswehr or close professional contact with the troops/organization.
• Plus: Experience with topics such as VS-NfD/classified information protection, security clearances (SÜG), or similar work in regulated environments.

Skills

• Sales
• IT Services
• Digitalization
• Consulting
• Bid Management
• Account Management
• Negotiation
• Customer Relationship Management
• Proposal Writing
• IT Architecture
• Delivery Management

Location

• Germany

Work Type

• Flexible working hours
• Mobile working
• On-site
• Part-time
• Full-time
• Permanent employment

Experience Level

• Multiple years of experience in selling complex IT or digitalization services

Benefits

• 30 vacation days
• Flexible working hours
• Workation in EU countries
• Mobile working or personal meetings on-site
• Predictable working hours
• Part-time models
• Permanent employment contracts
• Extensive training opportunities in the ]init[ Academy
• Selected formats for managers and aspiring leaders
• Relevant training
• Participation in trade fairs and specialist conferences
• Role-specific certifications
• Corporate Mobility Benefits (e.g., public transport subsidy, Jobrad)

About the Company

• We are ]init[, a company that shapes the society of tomorrow.
• We operate in a dynamic national and international security environment.
• Our digital solutions have particular social relevance.
• We are a future-proof company.