Major Account Manager - Healthcare North-East Germany

We are looking for a high-performing Major Account Manager – Healthcare to join our Germany team, with responsibility for the North-East region of Germany.

In this strategic role, you will be responsible for growing Check Point’s presence across the healthcare sector within your region, with a focus on hospitals, hospital groups, healthcare providers, and other relevant healthcare organizations.

The role combines new customer acquisition, strategic account development, and long-term relationship management. You will identify and pursue new opportunities across the healthcare ecosystem in North-East Germany, expand relationships with existing customers, and position Check Point’s cybersecurity solutions against the sector’s increasingly complex security, regulatory, and infrastructure protection requirements.

The ideal candidate is a resilient, proactive, and commercially driven sales professional with proven experience in IT or cybersecurity sales. You understand the dynamics of the German healthcare market, can navigate complex buying and procurement environments, and are equally confident engaging with technical stakeholders, IT and security leadership, procurement, hospital management, and executive decision-makers.

• Own and develop Check Point’s Healthcare business across North-East Germany, with responsibility for both existing and prospective accounts.
• Grow strategic relationships with hospitals, hospital groups, healthcare providers, and other relevant healthcare organizations across the assigned territory.
• Identify, qualify, and acquire new healthcare customers, leveraging industry knowledge, market insight, partner relationships, and your professional network.
• Develop a deep understanding of the healthcare landscape within your territory, including key organizations, stakeholders, investment priorities, regulatory requirements, and cybersecurity challenges.
• Build trusted relationships with stakeholders ranging from IT security, infrastructure, network, and cloud teams to CISOs, CIOs, procurement, hospital management, and executive decision-makers.
• Navigate complex procurement processes, regulatory requirements, and multi-stakeholder buying environments within the healthcare sector.
• Drive new business, cross-sell, upsell, and strategic account growth across assigned healthcare accounts.
• Develop and execute multi-year strategic account plans, including opportunity mapping, stakeholder mapping, competitive positioning, partner strategy, and growth priorities.
• Position Check Point’s cybersecurity portfolio against healthcare-specific security requirements, including network security, cloud security, firewall, AI-driven security, advanced threat prevention, and protection of critical digital infrastructure.
• Lead complex sales cycles from initial opportunity identification through solution alignment, executive engagement, commercial negotiations, and closing.
• Work closely with Check Point’s Security Engineering, Channel, Marketing, Professional Services, and leadership teams to develop and execute customer and territory strategies.
• Develop a strong ecosystem of technology partners, resellers, integrators, and other stakeholders relevant to healthcare customers in the region.
• Maintain a disciplined approach to pipeline development, opportunity qualification, forecasting, CRM management, and account planning.

• 5+ years of quota-carrying sales or strategic account management experience in IT, cybersecurity, or a related technology field.
• Proven experience selling to or managing relationships with hospitals, hospital groups, healthcare providers, or other organizations within the German healthcare ecosystem.
• Existing relationships and a strong professional network within the healthcare market in North-East Germany are highly desirable.
• Demonstrated ability to acquire new customers and expand existing strategic accounts.
• Experience navigating complex procurement processes, buying committees, and long enterprise sales cycles.
• Strong understanding of cybersecurity and the security challenges facing healthcare organizations, with the ability to translate technical capabilities into measurable customer and business value.
• Strong executive presence and confidence engaging with CIOs, CISOs, IT leaders, procurement stakeholders, hospital management, and technical teams.
• Ability to orchestrate complex stakeholder environments and coordinate internal and external resources throughout the sales process.
• Disciplined approach to account planning, opportunity qualification, forecasting, CRM management, and sales execution.
• Commercially minded, entrepreneurial, solution-oriented, and comfortable taking ownership of challenging customer situations.
• Strong negotiation, communication, and presentation skills.
• Relevant degree or advanced studies are preferred.
• Willingness to travel regularly within the assigned territory and occasionally across Germany for customer meetings, partner engagements, healthcare events, and cybersecurity briefings.
• Native German and fluent English are required.

Additional Information