Regional Sales Manager - Government & Defense

The Regional Sales Manager for France is responsible for driving Bitdefender's public-sector business across France by developing strategic relationships with government agencies, defense organizations, critical infrastructure providers, and national cybersecurity stakeholders.

The role combines strategic account management, business development, and complex enterprise selling to accelerate Bitdefender's growth within one of Europe's most strategic cybersecurity markets.

Key Responsibilities

Business Development

Own strategic sales across:

• Central Government
• Ministries
• ANSSI ecosystem
• Defense
• Local Authorities
• Healthcare
• Utilities
• Transportation
• Public Research Organizations

Develop long-term account strategies for France's largest government customers.

Sales Execution

• Deliver quarterly and annual revenue targets.
• Build and maintain a healthy qualified pipeline.
• Manage complex multi-stakeholder sales cycles.
• Lead executive customer engagements.
• Drive large strategic cybersecurity opportunities.

Executive Relationships

Develop trusted relationships with:

• CIOs
• CISOs
• Procurement leaders
• Security Directors
• Digital Transformation executives
• Government leadership

Partner Development

Develop business with:

• Capgemini
• Sopra Steria
• Orange Cyberdefense
• Atos / Eviden
• Thales
• Airbus
• Naval Group
• Local public-sector integrators

Procurement & Frameworks

Lead participation in:

• UGAP contracts
• Government procurement frameworks
• Defense opportunities
• National cybersecurity initiatives

Coordinate internal proposal teams to maximize win rates.

Cross-functional Leadership

Partner with:

• Government Affairs
• Marketing
• Product
• MDR
• Sales Engineering
• Executive Leadership

Convert policy relationships into commercial opportunities.

Required Qualifications

• 8–12+ years selling enterprise cybersecurity solutions.
• Strong experience within the French public sector.
• Proven success closing complex strategic deals.
• Knowledge of French procurement processes.
• Fluent French and English.

Preferred Experience

Background selling:

• XDR
• MDR
• Endpoint Security
• Cloud Security
• Threat Intelligence
• Digital Sovereignty
• Cyber Resilience solutions

Success Metrics

• Revenue attainment
• Pipeline growth
• Strategic account wins
• Framework agreements
• Partner-led opportunities
• Forecast accuracy
• Customer retention
• Executive relationships

Key Competencies

• Enterprise sales leadership
• Executive communication
• Strategic planning
• Negotiation
• Commercial acumen
• Partner management
• Cross-functional collaboration