We are looking for a Sales Manager Defence who combines strong commercial skills with technical understanding and the ability to develop long-term relationships with customers, partners and stakeholders in the defence sector.
In this role, you will be responsible for developing our business with military, governmental and defence-related customers and for turning customer requirements into concrete projects and solutions. You will manage the complete sales cycle - from identifying new opportunities and establishing first contact to developing customer-specific solutions, coordinating internal activities and successfully closing projects.
A major part of your role will be to understand operational and technical customer needs and translate them into requirements for new products, product modifications and application specific solutions. Working closely with our engineering, product management and application teams, you will help define development projects and ensure that commercial opportunities are transformed into successful customer solutions.
You will actively develop our position within the international defence market, identify new applications and partnerships and build a strong network within the industry. Your work will directly contribute to expanding the use of our hyperspectral imaging technology in defence and security applications.
What you will do
- Develop and execute sales strategies for defence applications, with the goal of growing existing accounts and establishing new customers, markets and applications.
- Identify and actively pursue new business opportunities with military organizations, government agencies, defence contractors, system integrators, research institutions and other relevant stakeholders.
- Build and maintain strong, long-term relationships with key customers, partners and decision-makers within the defence ecosystem.
- Manage customer projects from initial requirements through technical specification and commercial negotiation to successful project execution.
- Understand operational and technical customer requirements and translate them into product specifications, product modifications or new development projects.
- Define and coordinate customer-driven development projects together with engineering, product management and application teams and ensure alignment between customer expectations, technical feasibility and commercial objectives.
- Manage the complete sales lifecycle for defence customers, including opportunity qualification, solution development, quotations, negotiations, forecasting and follow-up.
- Conduct market and competitor analysis to identify emerging defence applications, technologies, procurement trends and potential market opportunities.
- Develop partnerships with system integrators, platform manufacturers, distributors and other strategic partners to expand our market reach.
- Represent Cubert at defence exhibitions, conferences, customer demonstrations and industry events and actively build our network within the international defence community.
- Work closely with internal teams to develop compelling customer solutions and communicate market requirements back into our product and technology roadmap.
Qualifications
- Several years of experience in technical sales, business development, key account management or a comparable customer-facing role
- Strong ability to identify, develop and convert new business opportunities
- Experience managing complex B2B or B2G sales processes with multiple technical and commercial stakeholders
- Strong relationship-building and communication skills, including the ability to interact confidently with technical experts, decision-makers and senior stakeholders
- Ability to understand complex technical products and translate customer requirements into technical and commercial solutions
- Experience in product- or customer-driven project management
- Strong analytical skills and the ability to evaluate markets, competitors and strategic opportunities
- Independent, proactive and results-oriented working style combined with a strong sense of ownership
- Excellent English communication skills and willingness to travel internationally
- Passion for advanced imaging technologies and their application in challenging real-world environments
Bonus points
- Professional experience within the defence, security or aerospace industry
- Existing network within military organizations, defence contractors, system integrators or governmental institutions
- Experience with defence procurement processes, tenders or governmental sales
- Technical background in engineering, physics, optics, remote sensing, imaging systems or a related field
- Experience with imaging sensors, hyperspectral imaging, drones, unmanned systems or other defence-related sensor technologies
- Fluency in German and French
- Located in southern Germany
Job Types: Full-time, Permanent
Experience:
- sales experience within the defence sector: 2 years (Required)
Language:
- German (Preferred)
- English (Preferred)
- French (Preferred)
Willingness to travel:
Work Location: Hybrid remote in 89081 Ulm
