Sales Engineer – Defence and Military (DACH Region)

SANS Institute; Deutschland; Vor Ort; EUR 130.000 - 135.000; Vollzeit

Zusammenfassung

A leading cybersecurity training provider is hiring a Sales Engineer for the DACH region to engage with military organizations. The role involves providing technical sales support, analyzing military cyber strategies, and collaborating with clients to enhance cybersecurity training solutions. Candidates should possess a strong background in cybersecurity, proven sales expertise, and excellent communication skills, along with willingness to travel in the DACH region.

Qualifikationen

• Proven experience in cybersecurity or technical sales.
• In-depth knowledge of military cyber operations.
• Ability to manage change and prioritize demands.

Aufgaben

• Provide technical expertise to military clients.
• Engage with military cyber units to understand training needs.
• Represent SANS at industry events and build relationships.

Kenntnisse

Technical Sales Support

Cybersecurity Expertise

Communication Skills

Problem-Solving

Team Collaboration

Ausbildung

Degree level education or equivalent

Tools

Microsoft Office

Jobbeschreibung

Sales Engineer – Defence and Military (DACH Region)

Application Deadline: 4 August 2025

Department: Sales

Employment Type: Full Time

Location: Germany

Reporting To: Country Lead (DACH)

Compensation: €130,000 - €135,000 / year

Description

The Sales Engineer for the DACH region will play a critical role in supporting Account Managers and Country Lead in engaging with military organisations, particularly in Germany. This role will be pivotal in identifying and pursuing strategic opportunities.

The focus will be on deepening understanding of military cyber missions and objectives, while ensuring that SANS remains the leading provider of cybersecurity skills training to armed forces across the DACH region. The Sales Engineer will act as a trusted technical advisor, helping to bridge the gap between sales, customer needs, and SANS’ technical offerings.

The Sales Engineer will serve as a key representative of SANS within the defence sector, championing our mission to strengthen national cyber resilience. They will uphold SANS’ reputation for excellence and actively contribute to a collaborative, purpose-driven culture focused on long-term growth.

Key Responsibilities

Technical Sales Support & Customer Engagement:

• Provide technical expertise and strategic guidance to military clients in Germany and across the DACH region.
• Support the Account and Country Leads in deepening engagement with military organisations by addressing technical concerns and aligning SANS training solutions with mission objectives.
• Conduct pre-sales activities, including technical demonstrations, workshops, and discussions to showcase SANS’ training capabilities.
• Work closely with military cyber units, understanding their training needs and structuring tailored learning pathways.

Strategy and Opportunity Development:

• Analyse current and future military cyber strategies in Germany and the wider DACH region, ensuring SANS offerings are aligned.
• Assist the Account Manager in identifying and developing long-term programme opportunities, moving beyond single-course sales to multi-year training partnerships.
• Monitor trends in defence spending and cyber investment in the region, proactively positioning SANS to respond to new opportunities.

Problem-Solving and Consultation:

• Serve as a problem-solver for military clients, addressing technical and operational challenges in cyber skills training.
• Translate complex cybersecurity concepts into clear, actionable recommendations tailored to military decision-makers.
• Engage with military leadership, helping them design scalable cybersecurity workforce development strategies.

Cross-Team Collaboration:

• Work alongside the global SANS sales and engineering teams to share intelligence and best practices.
• Provide training and knowledge-sharing sessions for internal teams to improve their understanding of military-specific cybersecurity requirements.
• Support proposal and bid processes by contributing technical insights and recommendations.

Industry Engagement & Advocacy

• Represent SANS at defence and cybersecurity conferences, military exercises, and industry forums across the DACH region.
• Develop relationships with key defence stakeholders, military cyber leaders, and government agencies to establish SANS as a thought leader in cybersecurity training.
• Contribute to whitepapers, case studies, and best practice documents to support military cybersecurity capability-building efforts.

Sales Administration & Process

• To ensure accurate and timely updates of all sales activities in the CRM system.
• To prepare and manage sales documentation, proposals, and agreements as required.
• To track and report on sales pipeline, forecasts, and performance metrics.
• To follow internal sales procedures and support process improvements where appropriate.

Skills, Knowledge and Expertise

Skills & Experience

• Proven experience in a cybersecurity, technical sales, or solutions engineering role, within the defence or government sector.
• In-depth knowledge of military cyber operations, national defence cyber strategies, and the challenges involved in training and developing a skilled cyber workforce.
• Technical expertise in cybersecurity training, workforce development, and relevant military frameworks.
• Experience engaging with military and government clients, including senior decision-makers.
• Work well under pressure.
• Able to manage change, whilst aligning and prioritising multiple demands.

Knowledge, Qualifications and Training

• Educated to degree level or equivalent.

Behaviours & Personality Characteristics

• To demonstrate integrity and in all SANS dealings
• Honesty
• Flexible
• Driven
• Self-Starter
• Team player
• Resilient
• Adaptable

IT/ Technology

• Strong IT Skills, including experience of working with Microsoft Office products.
• Able to use social media platforms.

Competencies – Job specific

• Proactive and dynamic.
• Commercially aware.
• Sales focused.
• Proven track record of delivering against targets within a field sales role.
• Personable and capable to motivate the achievement of sales targets in a team effort.
• Self-motivated, tenacious and resilient in delivering business results and projects.

Planning, Analysing and Problem solving

• Ability to plan, forecast and report against sales plan and targets.
• Good levels of accuracy and attention to detail.
• Ability to use initiative and creativity to resolve problem.
• The ability to plan and prioritise own workload and work to strict deadlines. Experience of working to deliver against KPIs and targets.
• Decisive and forward thinking, with strong vision and strategic capability.

Customer service, Communication and Teamworking

• Evidence of ability to explore customers’ needs and adapt the service accordingly to ensure delivery of a quality service.
• Ability to communicate complex technical concepts to both technical and non-technical stakeholders.
• Excellent interpersonal, communication and presentation skills. Proven ability to work as a team member and the ability to contribute to building team morale as an active member of the team.
• Strong influencing and negotiation skills.
• Ability to network and build relationships at all levels both internally and externally.
• Business-level German and English (written and spoken).

Other Requirements

• Flexible with a willingness to travel across the DACH region.
• Willingness and capabilities to develop towards a potential leadership role in the region when required.