Head of Defense Sales
TomTom
Sales & Business Development
Amsterdam, Netherlands
Posted on May 9, 2025
The Head of Defense Sales - EMEA, will be responsible for building, managing, and expanding the defense and intelligence sector, with a strong emphasis on geospatial technologies. This role will focus on driving business growth through strategic collaboration with defense contractors, government agencies, and ecosystem technology partners. This role will work closely with internal product, engineering, and sales teams to align joint initiatives with operational goals and emerging market needs. This role reports to VP of Sales EMEA.
What you'll do
- Lead and grow strategic relationships with defense-focused geospatial technology partners and government stakeholders.
- Develop and execute a comprehensive partnership strategy tailored to the defense and intelligence markets.
- Forge solution-oriented partnerships that integrate geospatial products into broader defense platforms.
- Define and implement joint go-to-market strategies that support co-selling and co-development with partners.
- Partner with internal sales, product, and engineering teams to deliver tailored solutions that meet partner and end-customer needs.
- Identify and secure new defense-related partnership opportunities, negotiating complex agreements and long-cycle deals.
- Monitor, analyze, and report on partnership performance, ensuring alignment with strategic objectives.
- Track defense industry trends, procurement cycles, and competitor movements in the geospatial landscape.
- Manage and nurture relationships with our strategic partners.
What you'll need
- Extensive experience in managing partnerships and business development in the defense sector.
- Proven track record in enterprise or government SaaS sales (quota-carrying or sales leadership roles).
- Deep understanding of mapping and geospatial technologies, defense procurement, and mission-critical applications.
- Strong communication, negotiation, and stakeholder engagement skills – especially with public sector and defense customers.
- Ability to operate effectively within complex, matrixed organizations and long sales cycles.
- Strong strategic thinking, analytical mindset, and solution-oriented approach.
- Bachelor’s degree in Engineering, Defense Studies, Geospatial Sciences, or a related technical field; MBA or advanced degree is a plus.
- Can be based in Netherlands, Germany, France or Spain
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