Germany Key Account Manager - Federal Systems Integrator

Germany Key Account Manager - Federal Systems Integrator

Germany, Remote

We at Bohemia Interactive Simulations are a well-established company specializing in the development of world-leading, game-based military simulations for major NATO powers and their allies. Our mission is to advance the industry by leveraging the latest technologies and trends, including whole-world simulation, virtual reality, motion tracking, and AI.

We are seeking an experienced and driven Key Account Manager - Federal Systems Integrator (FSI) to drive the success of our federal systems integrator based in Germany through BISim products, solutions and services. The FSI is Rheinmetall (RME). 

In this role, you will build relationships with the FSI, understand their unique challenges, and position our solutions, services, and products to support and enhance their ability to win and deliver their federal client contracts.  The ideal candidate has a strong understanding of the federal procurement process, experience working with the FSI, and a proven track record of meeting and exceeding sales goals in the government contracting ecosystem.

Key Responsibilities:

• Work with the FSI to ensure BISim products, solutions, and services provide their program managers and procurement teams with a meaningful and measurable increase in value for their bids, wins, and program deliverables.
• Work with program managers and capture teams within the FSI to develop and author proposals that reaffirm their commitment to the customer driving strong win themes using BISim products, solutions, and services.
• Build and maintain strategic relationships with decision-makers, program managers, and procurement teams within the FSI.
• Identify, develop, and close opportunities with key FSI programs.
• Understand and align our solutions with the needs of the FSI on federal programs and contracts.
• Stay informed about FSI priorities, federal contract awards, and government requirements.
• Conduct consultative conversations to understand FSI client needs and position BISim offerings when they are the ideal solution.
• Collaborate with technical teams to provide tailored demonstrations, proposals, and proofs of concept to enable the FSI drive customer engagement.
• Ensure our solutions align with German government compliance requirements and other relevant standards.
• Manage a robust pipeline and ensure accurate forecasting through CRM tools.
• Track progress against targets and key performance indicators.
• Work closely with internal teams such as marketing, engineering, and product development to deliver high-value solutions to the FSI.

Goals and Objectives:

• Increase FSI business through collaboratively winning bids with the FSI in partnership, using BISim products, solutions and services.
• Strengthen relationships with the FSI to position the company as a preferred partner for federal solutions.
• Drive mutual revenue growth through strategic alignment with FSI contracts and federal client priorities.
• Expand the use of BISim products, solutions, and services within the FSI ecosystem.

Required Skills:

• Proven ability to navigate complex sales cycles and close deals in a federal / government environment.
• A strong understanding of the FSI and an existing relationship with the FSI.
• Ability to align sales strategies with the priorities of the FSI and their federal clients.
• Skilled in identifying client needs and delivering tailored solutions.
• Strong verbal and written communication skills for client engagement, proposal development, presentations, and negotiations.
• Familiarity with federal technology solutions, cloud services, cybersecurity, or related fields.
• Experience using tools like salesforce or other CRM platforms to manage accounts and pipelines.

Education and Experience:

• Bachelor's degree or equivalent and at least 10 years of related experience.
• 6+ years of experience in systems integration, including federal or defense projects.
• Experience working directly in simulation/training and/or mission planning and rehearsal industry.
• Experience with government (Bundeswehr/BMVg) budget, investments and acquisition processes.
• Excellent proposal and narrative writing skills.
• Demonstrated access to key government customers and industry partners.
• Ability to use tools such as Microsoft Office to present ideas, information, and reports.

Additional Qualifications:

• Ability to obtain a German BMVg clearance or an existing clearance.
• Team oriented.
• Attention to detail.
• Persistent and goal oriented.
• Able to travel domestically in Germany and overseas.
• Self motivated.