[Hiring] Business Development Manager @Cisco

Role Description

The Business Development Manager – National Security is responsible for identifying, shaping, and advancing strategic growth opportunities across the U.S. National Security market, with a primary focus on the Intelligence Community (IC) and classified federal programs.

• Lead business development activities across designated National Security and Intelligence Community accounts, identifying and shaping strategic opportunities prior to formal RFP release.
• Develop and execute multi-year account growth strategies aligned with agency mission priorities, modernization mandates, IT budgets, and federal acquisition forecasts.
• Establish and maintain professional relationships with government mission leaders, Chief Information Officers (CIOs), Chief Technology Officers (CTOs), program managers, and acquisition officials within classified and unclassified environments.
• Identify emerging programs of record, mission capability gaps, funding priorities, contract vehicles, recompetes, and procurement trends that create market opportunities for Splunk and Cisco solutions.
• Translate National Security mission and operational requirements into structured technology initiatives spanning cybersecurity, enterprise data analytics, AI/ML operations, observability, digital resilience, and cloud infrastructure.
• Lead early-stage opportunity capture planning, including stakeholder mapping, competitive analysis, win-theme formulation, teaming strategy, and technical solution alignment.
• Partner with Federal System Integrators (FSIs), defense prime contractors, and channel partners to identify joint opportunities and embed Splunk/Cisco capabilities into prime contractor program proposals.
• Maintain a qualified strategic pipeline and deliver structured updates to sales leadership regarding opportunity maturity, procurement milestones, competitive positioning, and probability of win (Pwin).
• Collaborate with internal capture, proposal, legal, and engineering teams to align corporate resources and technical demonstrations against priority government pursuits.
• Author executive briefings, market assessments, capture plans, and business justifications to support strategic investment decisions and resource allocation.
• Utilize authorized market research tools, procurement databases (e.g., GovWin, SAM.gov), and analytics platforms to conduct market intelligence and competitive analysis.
• Represent Splunk and Cisco at National Security industry conferences, agency industry days, technology symposia, and partner forums.

Qualifications

• Bachelor's degree in business administration, Information Technology, Computer Science, National Security Studies, Engineering, or a related field plus a minimum of 8 years of relevant professional experience; OR Master’s degree in a related field plus a minimum of 6 years of relevant professional experience.
• A minimum of 12 years of relevant professional experience in federal business development or capture management in lieu of a degree.
• Security Clearance: Active, current Top Secret / Sensitive Compartmented Information (TS/SCI) security clearance with an active background investigation at time of application.
• Minimum 8 years of direct experience in U.S. Federal business development, capture management, technical sales, solutions architecture, or mission consulting supporting the U.S. Intelligence Community (IC) or National Security agencies.
• Experience collaborating with Tier-1 Federal System Integrators (FSIs) and defense prime contractors on joint opportunity pursuits and teaming arrangements.

Requirements

• Experience driving business development, capture, or mission advisory across multiple Intelligence Community (IC) agencies (such as NSA, NGA, CIA, NRO, DIA, or ODNI).
• Experience supporting multi-year federal programs or strategic captures with total contract values exceeding $25M+.
• Subject matter expertise positioning enterprise cybersecurity, SIEM, observability, log analytics, zero trust, or AI/ML technologies within classified government architectures.
• Experience negotiating teaming agreements, work-share allocations, and sub-contracting structures with major Federal System Integrators and prime contractors.
• Practical working knowledge of federal acquisition vehicles, including IDIQs, GWACs (e.g., NASA SEWP, GSA MAS, CIO-SP3/4, Alliant 2), and Other Transaction Authorities (OTAs).
• Experience authoring executive white papers, capture plans, and technical value propositions for Senior Executive Service (SES), General Officer/Flag Officer (GO/FO), and C-level stakeholders.
• Top Secret clearance with CI/ Full Scope / Lifestyle Polygraph.

Benefits

• Medical, dental and vision insurance.
• 401(k) plan with a Cisco matching contribution.
• Paid parental leave.
• Short and long-term disability coverage.
• Basic life insurance.
• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees.
• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco.
• Non-exempt employees receive 16 days of paid vacation time per full calendar year.
• Exempt employees participate in Cisco’s flexible vacation time off program.
• 80 hours of sick time off provided on hire date and each January 1st thereafter.
• Optional 10 paid days per full calendar year to volunteer.