Strategic Account Manager (EMEA) — Defense Industries Full Time NEW

Netop protects the world’s most critical systems through secure remote access built on trust, not trade-offs.

Our platform connects, manages, and supports devices across complex infrastructures, without surrendering control or compliance. Trusted by leaders in retail, finance, healthcare, and manufacturing – Netop combines Zero Trust architecture with digital sovereignty by design.

We offer flexible deployment, cloud, on-prem, or hybrid, because control should live where it serves you best.

With Netop, enterprises cut risk, accelerate support, and stay in command of their operations: securely, efficiently, and on their own terms. We build clarity into complexity. And we don’t compromise on trust.

Title & Role

• Department: Sales
• Location: EMEA, Remote or Hybrid (depending on country)
• Employment Type: Full-time

About The Role

You’ll own and grow a portfolio of defense and national security customers across EMEA.

Your mission: build trusted, long-term relationships, expand adoption of Netop’s secure remote access platform, and drive renewals and expansion — while operating with the rigor and discretion required in defense environments.

Across EMEA, NIS2 is raising the bar for cyber resilience and accountability across a wider set of critical and important entities, including many defense-adjacent and public sector organizations and their suppliers. This creates strong momentum for security-first, sovereignty-aware remote access: customers need tighter access controls, auditable operations, and deployment flexibility that fits national requirements. You’ll translate these regulatory drivers into clear customer value, helping stakeholders move from compliance pressure to confident, secure execution.

You work closely with Solutions Engineering, Customer Success, Partnerships, and Product to translate complex requirements into outcomes that keep critical systems secure and operational.

What You Will Build & Drive – Key Responsibilities

• Own Strategic Customer Relationships (Defense / Public Sector)
• Build and maintain executive relationships across procurement, IT, security, and operational stakeholders.
• Navigate multi-stakeholder environments with clarity, discretion, and strong documentation.
• Serve as a trusted advisor on secure remote access, Zero Trust principles, and compliance-aligned operations.
• Drive Renewals and Expansion (Land & Expand)
• Lead renewal planning early, manage risk, and secure on-time renewals.
• Identify expansion opportunities across business units, regions, programs, and additional use cases.
• Build account plans with clear objectives, milestones, and measurable outcomes.
• Manage Complex Sales Cycles and Procurement Processes
• Own the full commercial cycle for existing accounts, from discovery to close.
• Navigate public sector procurement, framework agreements, and tender processes where applicable.
• Partner with Legal and Security to handle contractual, data processing, and compliance requirements.
• Coordinate Value Delivery with Internal Teams
• Align cross-functional resources to ensure deployments, onboarding, and ongoing operations are successful.
• Bring customer feedback into Product and Engineering in a structured, actionable way.
• Ensure customers understand deployment options (cloud, on-prem, hybrid) and choose the right approach for sovereignty and control.
• Maintain High-Integrity Forecasting and Reporting
• Maintain a clean pipeline for renewals and expansion in CRM.
• Provide accurate forecasting, deal hygiene, and clear next steps.
• Track account health signals and proactively address issues.
• Represent Netop with Trust and Professionalism
• Engage in customer events, partner meetings, and industry forums as needed.
• Protect confidentiality and handle sensitive information appropriately.
• Be a steady, high-trust presence in every interaction.

What You Bring – Requirements / Qualifications

• Experience: 7+ years in B2B account management, customer success, or enterprise sales, with experience in complex environments.
• Defense / Public Sector Exposure: Demonstrated experience selling to or managing accounts in defense, government, or regulated critical infrastructure.
• Commercial Strength: Proven track record in renewals, expansions, negotiation, and multi-year deal management.
• Process & Rigor: Strong account planning, stakeholder mapping, and ability to run structured deal cycles.
• Security Mindset: Comfortable discussing security, compliance, and risk with technical and non-technical stakeholders.
• Communication: Clear, direct communication with strong written follow-up and documentation.
• Collaboration: Able to align internal teams and move work forward without noise.
• Travel: Willing to travel within EMEA as required.

Bonus Sparks

• Experience with secure remote access, endpoint management, IAM, or Zero Trust frameworks.
• Familiarity with EMEA defense procurement frameworks and tender processes.
• Experience working with partners, resellers, or system integrators in public sector.
• Additional European languages.

What We Offer

• High Trust, High Voltage: You’ll join a team that moves fast, speaks straight, and builds with intent.
• Impact Over Titles: Ideas matter more than hierarchy. If it’s smart and tested, we ship it.
• Ownership from Day One: You’ll get real responsibility and the freedom to execute — not wait for permission.
• Sharp Minds, Shared Momentum: Work with people who think deeply, challenge kindly, and deliver boldly.
• Learning at Speed: Every week brings new experiments, data, and iteration — growth is built in.
• Sovereign Flexibility: Work where you’re most effective. We trust you to deliver outcomes, not sit in boxes.
• Clarity Over Comfort: We face complexity head-on, simplify it together, and finish it strong.
• Fair Pay, Real Support: Competitive comp, modern tools, and space to keep getting better.

We’re not hiring for maintenance. We’re hiring for movement.

If you build trust fast, run clean cycles, and help customers stay secure and in control — come build what’s next.

Onward.