EMEA Business Development Manager - National Security

Team Overview

The EMEA Defence & National Security specialist team concentrates on mission-critical defence and national security clients. It leverages combined Cisco and Splunk expertise to foster growth via strategic go-to-market plans, sector knowledge, and reliable partner networks within highly regulated sovereign contexts. The team supports sales efforts by driving accelerated sales within the defence and national security vertical.

Role Summary

The Business Development Manager will spearhead the expansion of Cisco and Splunk's influence across the EMEA national security domain. This pivotal role involves strategic market development, ecosystem leadership, high-level executive relationship management, and coordination of complex opportunities spanning multiple portfolios.

Key Duties

• Formulate and implement the EMEA National Security go-to-market approach incorporating Cisco and Splunk solutions.
• Spot and evaluate developing market trends, sovereign demands, and critical customer necessities.
• Synchronize regional sales and expert teams to ensure uniform market penetration and execution.
• Establish an informal network of nationally cleared account managers within Cisco and system integrators to facilitate sales and project delivery in restricted settings.
• Empower ecosystem partners to enhance business development efforts.
• Manage complex joint Cisco and Splunk opportunities, including tenders and strategic deals.
• Serve as a trusted advisor on cybersecurity, digital transformation, observability, and secured infrastructure topics, either directly or via the established proxy network.
• Translate technological strengths into practical outcomes for national security agencies.
• Build and nurture trusted relationships with senior officials in government, intelligence, defence, and partners.
• Bridge client requirements with internal product, engineering, and specialized teams for optimal solution alignment.

Success Indicators

• Expansion of the national security sales pipeline throughout EMEA.
• Creation and activation of a highly effective proxy network.
• Improved success rates in strategic Cisco and Splunk opportunities.
• Robust engagement at the executive level across major National Security clients.
• Growth in adoption of sovereign-compliant solutions within the sector.

Qualifications & Experience

• Over 8 years in business development, strategic partnerships, defence, government affairs, or similar sectors.
• Extensive knowledge of National Security landscapes across EMEA.
• Experience collaborating with cleared partners and operating in restricted environments.
• A track record of successfully devising go-to-market strategies.
• Exceptional skills in executive communication, influencing, and forging relationships.
• Demonstrated integrity, sound judgment, and discretion when managing sensitive information.

Additional Details

Familiarity with Cisco networking/security technologies and Splunk observability/analytics tools is beneficial. Frequent travel within EMEA is expected. Candidates may need to undergo and maintain public sector national security background clearances for this position.

About Cisco

Cisco innovates boldly to connect and protect organizations in the AI and digital era. With over four decades of experience, Cisco develops solutions enabling seamless collaboration between humans and technology, ensuring superior security, visibility, and comprehensive digital insights. The company fosters limitless growth opportunities through teamwork, empathy, and a global impact via its extensive solutions.