E2E Deal & Capture Manager - Defense (m/f/d/x)

T-Systems | IT services

59m ago

On-site

Full Time

Germany

About the Position

As an E2E Deal Manager (Defense / Capture Phase) at T-Systems, you will play a pivotal role in driving strategic growth within our Defense and Public Sector segment. You will orchestrate high-value, complex opportunities from the early capture phase through to contract closure, designing compelling value propositions for key stakeholders such as the BAAINBw, armed forces, and allied public institutions.

Key Responsibilities and Impact:

Strategic Capture Management: Develop and execute winning capture strategies and clear value propositions tailored to defense and secure-infrastructure demands (e.g., C4ISR, defense cloud, sovereign IT architectures).
Stakeholder Orchestration: Act as the primary strategic counterpart and trusted advisor to high-level decision-makers across clients, ministries, industrial partners, and OEMs.
Cross-Functional Leadership: Lead and align multidisciplinary deal teams—including Solution Architects, Commercial Leads, Legal Counsel, and Bid Managers—to maximize qualification quality and win probability.
Procurement & Compliance Navigation: Steer proposals through intricate public and defense procurement regulations (e.g., VSVgV, VgV) with complete procedural confidence.
Opportunity Qualification & Competitive Analysis: Perform thorough competitive landscape and decision-center analyses to position T-Systems effectively and mitigate risks across the entire opportunity lifecycle.

Your Profile:

E2E Deal & Capture Management: Proven track record in successfully leading, shaping, and closing complex, large-scale deals.
Defense & Public Sector Expertise: Deep industry understanding of defense environments and defense technologies (e.g., C4ISR, cloud, interoperable architectures).
Public Procurement Law: Sound knowledge of public procurement regulations (e.g., VgV, VSVgV) and defense procurement bodies (e.g., BAAINBw).
Bid Management & Complex Tenders: Extensive experience in orchestrating high-value RFP/tender processes from capture to contract award.
C-Level Negotiation: Exceptional communication, influencing, and negotiation skills when engaging with executive stakeholders.
Cross-Functional Team Leadership: Strong ability to lead and align virtual, multidisciplinary deal teams without formal disciplinary authority.
Strategic Stakeholder Management: Proven competence in coordinating complex ecosystems including clients, partners, ministries, and OEMs.
Language Proficiency: Business fluent proficiency in both German and English (written and spoken).
Relevant certifications in bid or capture management (e.g., APMP Foundation / Practitioner or Shipley methodology)
Existing security clearance or eligibility to obtain one (e.g., German Ü2 / Ü3 or NATO equivalent)
Solid technical understanding of modern defense and IT architectures (e.g., C4ISR, tactical cloud, secure communications, interoperable NATO standards)
Established network within defense procurement agencies (e.g., BAAINBw, BWI) and industry OEMs/partners
Hands-on experience with agile methodologies in deal management and proficiency with CRM platforms (especially Salesforce)

About T-Systems International GmbH

At T-Systems we offer business customers the right system solutions for their digital business. With our portfolio we ensure that digital transformation reduces complexity, saves costs and makes day-to-day work easier. We focus on the areas connectivity, digital, cloud & infrastructure as well as security - Let's power higher performance!

Do you think this job is made just for you? Then use the chance to apply online now! In case of equal qualification, disabled candidates will be considered preferentially. We look forward to getting in contact with you!

This position is also available part-time.

Applicants with severe disabilities will be given preference where qualifications are equal.

Required Skills

salesforce

Required Languages

🇩🇪 German, 🇬🇧 English

About the Position

Key Responsibilities and Impact:

Strategic Capture Management: Develop and execute winning capture strategies and clear value propositions tailored to defense and secure-infrastructure demands (e.g., C4ISR, defense cloud, sovereign IT architectures).

Stakeholder Orchestration: Act as the primary strategic counterpart and trusted advisor to high-level decision-makers across clients, ministries, industrial partners, and OEMs.

Cross-Functional Leadership: Lead and align multidisciplinary deal teams—including Solution Architects, Commercial Leads, Legal Counsel, and Bid Managers—to maximize qualification quality and win probability.

Procurement & Compliance Navigation: Steer proposals through intricate public and defense procurement regulations (e.g., VSVgV, VgV) with complete procedural confidence.

Opportunity Qualification & Competitive Analysis: Perform thorough competitive landscape and decision-center analyses to position T-Systems effectively and mitigate risks across the entire opportunity lifecycle.

Your Profile:

E2E Deal & Capture Management: Proven track record in successfully leading, shaping, and closing complex, large-scale deals.

Defense & Public Sector Expertise: Deep industry understanding of defense environments and defense technologies (e.g., C4ISR, cloud, interoperable architectures).

Public Procurement Law: Sound knowledge of public procurement regulations (e.g., VgV, VSVgV) and defense procurement bodies (e.g., BAAINBw).

Bid Management & Complex Tenders: Extensive experience in orchestrating high-value RFP/tender processes from capture to contract award.

C-Level Negotiation: Exceptional communication, influencing, and negotiation skills when engaging with executive stakeholders.

Cross-Functional Team Leadership: Strong ability to lead and align virtual, multidisciplinary deal teams without formal disciplinary authority.

Strategic Stakeholder Management: Proven competence in coordinating complex ecosystems including clients, partners, ministries, and OEMs.

Language Proficiency: Business fluent proficiency in both German and English (written and spoken).

Relevant certifications in bid or capture management (e.g., APMP Foundation / Practitioner or Shipley methodology)

Existing security clearance or eligibility to obtain one (e.g., German Ü2 / Ü3 or NATO equivalent)

Solid technical understanding of modern defense and IT architectures (e.g., C4ISR, tactical cloud, secure communications, interoperable NATO standards)

Established network within defense procurement agencies (e.g., BAAINBw, BWI) and industry OEMs/partners

Hands-on experience with agile methodologies in deal management and proficiency with CRM platforms (especially Salesforce)

About T-Systems International GmbH

This position is also available part-time.

Applicants with severe disabilities will be given preference where qualifications are equal.