European Major Accounts Exec - Defense & Public Safety

Fotokite AG; Zürich; Hybrid; CHF 180,000 - 260,000; Full time

Job summary

Fotokite AG is seeking a battle-tested Major Accounts Executive to own the Pan-European market, focusing on DACH with a hybrid GTM model. The role blends direct B2G/enterprise selling with distributor channel optimization across Europe.

You will lead strategic account development, coordinate with Zurich HQ, and drive recurring software monetization while expanding a multi-year services footprint. Travel 40–50% is required.

Qualifications

• 7–10+ years of commercial track record selling complex hardware/software platforms.
• Hybrid GTM experience with direct B2G/enterprise selling and distributor channels across Europe.
• Proven ability to carry and exceed an individual quota before building a regional sales team.

Responsibilities

• Directly prospect, qualify, negotiate, and close high-value B2G and enterprise deals across Western, Central, Northern, and Southern Europe.
• Conduct field demos and executive briefings for Fire Chiefs, SWAT Commanders, Corporate Security VPs, and Defense procurement leads.
• Manage relationship health and fleet expansion across Tier-1 European accounts.
• Channel audit & alignment across distributor networks; establish quarterly targets and train partners.
• Recruit, mentor, and manage European Regional Sales Managers and regional sales engineers.
• Translate early wins into a repeatable European Sales Playbook and ensure CRM discipline.
• Bridge between European operations and Zurich HQ R&D, Operations, and Product leadership.

Skills

Enterprise sales

GTM strategy

Channel management

Multilingual English+German/French

Job description

Fotokite AG is seeking a battle-tested Major Accounts Executive to own the Pan-European market, focusing on DACH with a hybrid GTM model. The role blends direct B2G/enterprise selling with distributor channel optimization across Europe.

You will lead strategic account development, coordinate with Zurich HQ, and drive recurring software monetization while expanding a multi-year services footprint. Travel 40–50% is required.