Major Account Manager - Healthcare

Job Description

• 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.

Qualifications

• 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

Equal Opportunity  

Check Point Software Technologies is an equal opportunity employer committed to building a diverse and inclusive workforce, and welcomes applications from candidates of all backgrounds and experiences.