EMEA Business Development Manager - National Security

About the Team

The EMEA Defence & National Security specialist group focuses on mission-critical clients within defence and national security entities. By harnessing combined strengths of Cisco and Splunk, this team bolsters growth through strategic market approaches, sector knowledge, and trusted partner networks in regulated, sovereign sectors. The team supports sales divisions in accelerating sales in the defence and national security space.

Role Summary

This pivotal position leads the expansion of Cisco and Splunk's footprint across the EMEA national security sector. Responsibilities include shaping market development, leading ecosystems, managing executive relationships, and orchestrating complex multi-portfolio initiatives.

Primary Duties

• Formulate and implement the EMEA National Security go-to-market strategy integrating Cisco and Splunk products.
• Investigate emerging market patterns, sovereign mandates, and critical customer demands.
• Coordinate regional sales and specialist teams for unified execution and market growth.
• Establish a covert network of cleared account managers within Cisco and system integrators to improve sales and delivery in restricted settings.
• Empower ecosystem partners to aid business expansion.
• Manage joint Cisco and Splunk complex opportunities, including tenders and strategic pursuits.
• Provide trusted advisory on cybersecurity, digital transformation, observability, and secure infrastructure either directly or via the proxy network.
• Transform technical capabilities into actionable outcomes for national security organizations.
• Forge trusted connections with senior officials in government, intelligence, defence, and partner organizations.
• Align client needs with Cisco's internal product, engineering, and specialized teams.

Success Indicators

• Increase in National Security sales pipeline throughout EMEA.
• Development and mobilisation of a high-performance proxy network.
• Enhanced success rates on strategic Cisco and Splunk projects.
• Robust senior-level engagement within key National Security accounts.
• Greater adoption of sovereign-ready solutions within the sector.

Required Qualifications and Experience

• Minimum 8 years' experience in business development, strategic alliances, defence, government affairs or related domains.
• In-depth knowledge of National Security markets across the EMEA region.
• Experience collaborating with cleared partners and operating in restricted environments.
• Track record of crafting successful go-to-market strategies.
• Strong skills in executive communication, influencing, and relationship cultivation.
• Exemplary integrity, sound judgment, and discretion in managing sensitive information.

Additional Details

• Familiarity with Cisco networking/security technologies and Splunk observability/analytics solutions is advantageous.
• Frequent travel throughout EMEA is required.
• Candidates must be willing to undergo stringent Public Sector National Security background checks and maintain necessary clearances to fulfill this role.

About Cisco

Cisco leads the transformation in connecting and securing data and infrastructures in the era of AI and beyond. With 40 years of fearless innovation, we deliver solutions that empower collaboration between humans and technology across physical and digital realms, offering unmatched security, insights, and visibility. Our global team thrives on empathy and teamwork, creating significant worldwide impact through our extensive technology solutions.