Operate as a true “two-in-a-box” team with the Account Executive (AE): jointly build and execute the account plan and customer engagement strategy (stakeholders, use cases, messaging, mutual action plan), ensuring tight alignment from discovery through close
Lead high-impact customer engagements: run discovery, workshops, demos, and architecture sessions; translate requirements into secure Network Security & Cloud solution designs and clearly articulate measurable outcomes (risk reduction, compliance, efficiency)
Drive technical win plans and proof points: create and execute the technical strategy for opportunities (incl. PoCs/pilots when needed), define success criteria, coordinate internal resources, and guide deals to clear customer-aligned decisions

Senior Sales Engineering track record in the German Public Sector: proven ability to support complex deals end-to-end (discovery → solution design → business case → close), with measurable impact on pipeline and wins, plus a solid understanding of stakeholder dynamics and public procurement/tender processes (Federal/State/Municipal; experience in at least one segment required)
Deep technical expertise in Network Security and Cloud, including architecture-level understanding, relevant security controls/use cases, and integration into customer environments
Value
and outcome-oriented communication: able to translate technical topics into compelling customer value (risk reduction, compliance, efficiency, cost/benefit) and deliver executive-ready presentations/workshops/demos in German (English for internal collaboration)
High learning agility: quickly ramps up on new topics (e.g., AI / AI security) and turns them into relevant use cases and clear customer-facing positioning
Collaboration & professionalism: strong team player with high integrity and a consistently professional presence; effective cross-functional collaboration with Sales/CS/Product, including knowledge sharing and coaching

Senior Sales Engineer, Public Sector

Key skills