Business Development Manager – Splunk, NatSec

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Identify, develop, and promote strategic growth opportunities within the U.S. National Security market, focusing mainly on the Intelligence Community and classified federal initiatives.

• Drive business development efforts across assigned National Security and Intelligence Community accounts prior to the formal release of RFPs.

• Create and implement multi-year strategies for account growth that align with agency missions, modernization goals, IT budgets, and acquisition forecasts.

• Build and sustain relationships with government mission leaders, CIOs, CTOs, program managers, and acquisition officials.

• Identify programs of record, mission capability gaps, funding priorities, contract vehicles, recompetes, and procurement trends.

• Convert National Security mission requirements into technology initiatives across cybersecurity, enterprise data analytics, AI/ML operations, observability, digital resilience, and cloud infrastructure.

• Oversee early-stage opportunity capture planning, including stakeholder mapping, competitive analysis, win-theme development, teaming strategy, and alignment of technical solutions.

• Collaborate with Federal System Integrators, defense prime contractors, and channel partners on joint opportunities and proposal collaborations.

• Maintain a qualified strategic pipeline and provide sales leadership with updates on opportunity maturity, procurement milestones, competitive positioning, and likelihood of winning.

• Work in tandem with capture, proposal, legal, and engineering teams on priority government pursuits.

• Draft executive briefings, market assessments, capture plans, and business justifications.

• Utilize GovWin, SAM.gov, authorized market research tools, procurement databases, and analytics platforms for market intelligence and competitive analysis.

• Represent Splunk and Cisco at National Security conferences, agency industry days, technology symposia, and partner forums.

⛳️ Requirements

• Bachelor’s degree in business administration, Information Technology, Computer Science, National Security Studies, Engineering, or a related field, along with 8 years of relevant professional experience; OR a master's degree in a related discipline with 6 years of relevant experience.

• A total of 12 years of relevant professional experience in federal business development or capture management can substitute for a degree.

• Current Top Secret / Sensitive Compartmented Information (TS/SCI) security clearance with an active background investigation at the time of application.

• At least 8 years of direct experience in U.S. Federal business development, capture management, technical sales, solutions architecture, or mission consulting for the U.S. Intelligence Community or National Security agencies.

• Proven experience in developing and executing early-stage capture strategies, stakeholder engagement plans, and pipeline qualification for U.S. Federal Government technology programs.

• Experience working with Tier-1 Federal System Integrators and defense prime contractors on joint pursuit opportunities and teaming arrangements.

• Familiarity with Intelligence Community agencies such as NSA, NGA, CIA, NRO, DIA, or ODNI.

• Experience supporting multi-year federal programs or strategic captures valued over $25M.

• Expertise in enterprise cybersecurity, SIEM, observability, log analytics, zero trust, or AI/ML technologies within classified government frameworks.

• Experience negotiating teaming agreements, work-share allocations, and subcontracting arrangements.

• Solid understanding of federal acquisition vehicles, including IDIQs, GWACs, NASA SEWP, GSA MAS, CIO-SP3/4, Alliant 2, and OTAs.

• Proven ability to author executive white papers, capture plans, and technical value propositions aimed at SES, GO/FO, and C-level stakeholders.

• Top Secret clearance with CI, Full Scope, or Lifestyle Polygraph preferred.

🏝️ Benefits

• Medical, dental, and vision insurance.

• 401(k) plan with a Cisco matching contribution.

• Paid parental leave.

• Coverage for short- and long-term disability.

• Basic life insurance.

• Cisco restricted stock unit grants may be available, subject to eligibility and continued employment.

• 10 paid holidays per full calendar year.

• 1 floating holiday for non-exempt employees.

• 1 paid day off for the employee’s birthday.

• Paid year-end holiday shutdown.

• 4 paid days off for personal wellness.

• 16 days of paid vacation per full calendar year for non-exempt employees.

• Flexible vacation time off program with no defined limit for eligible exempt employees.

• 80 hours of sick time off provided on the hire date and each January 1st thereafter.

• Up to 80 hours of unused sick time may be carried forward.

• Additional paid time off for critical or emergency family matters.

• Optional 10 paid volunteer days per full calendar year.

• Annual bonuses for non-sales roles, in accordance with Cisco policies.

• Performance-based incentive pay for employees on sales plans.

• Opportunities for professional growth.

• Access to a global network of experts and a collaborative work environment.