Business Development Manager - Splunk PBST- NatSec

Cisco•Herndon, VA

2d•$311,000 - $491,800•Remote

About The Position

This role is within Splunk’s U.S. Public Sector Strategic Programs and Business Development team, focusing on identifying, shaping, and advancing strategic enterprise opportunities within the Federal Government. The Business Development Manager will serve as a key resource for National Security and Intelligence Community programs, collaborating across Cisco and Splunk sales, engineering, alliances, capture, and executive leadership, as well as with Federal System Integrators (FSIs) and technology partners. The primary responsibility is to identify emerging mission modernization priorities, funded initiatives, acquisition strategies, and technology requirements where Splunk and Cisco software solutions can deliver operational value. This role involves leading early capture and business development activities for multi-year federal opportunities.

Requirements

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.
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 developing and executing early-stage capture strategies, stakeholder engagement plans, and pipeline qualification for U.S. Federal Government technology programs.
Experience collaborating with Tier-1 Federal System Integrators (FSIs) and defense prime contractors on joint opportunity pursuits and teaming arrangements.

Nice To Haves

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.

Responsibilities

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.

Benefits

medical, dental and vision insurance
a 401(k) plan with a Cisco matching contribution
paid parental leave
short and long-term disability coverage
basic life insurance
paid time away
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
16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees (non-exempt)
flexible vacation time off program (exempt)
80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
Additional paid time away may be requested to deal with critical or emergency issues for family members
Optional 10 paid days per full calendar year to volunteer
eligible to earn annual bonuses
performance-based incentive pay on top of their base salary