EMEA Business Development Manager - National Security

About the Team

The EMEA Defence & National Security specialist team targets critical mission customers within defence and national security agencies. By combining Cisco and Splunk's strengths, the team propels expansion through strategic go-to-market efforts, specialized sector knowledge, and trusted partner networks in highly regulated, sovereign environments. Their key mission is to accelerate sales in the defence and national security vertical through direct sales team support.

Role Overview

The EMEA Business Development Manager for National Security is entrusted with expanding Cisco and Splunk's footprint across the EMEA national security sector. This pivotal position integrates market development, leadership of partner ecosystems, management of executive relationships, and the orchestration of multifaceted portfolio opportunities.

Key Responsibilities

• Design and implement the regional go-to-market strategy for National Security, leveraging the combined Cisco and Splunk portfolio offerings.
• Identify new market trends, sovereign demands, and critical customer needs within the sector.
• Unify regional sales and specialist teams to ensure aligned execution and enhanced market penetration.
• Establish a confidential network of nationally cleared account managers within Cisco and its system integrator partners for enhanced sales and service delivery in restricted environments.
• Enable and empower ecosystem partners to actively contribute to business development efforts.
• Manage and coordinate complex, joint Cisco and Splunk opportunities, including tender participation and strategic pursuits.
• Serve as a trusted advisor addressing cybersecurity, digital transformation, observability, and secure infrastructure directly or via the proxy network.
• Translate technical capabilities into pragmatic operational advantages for national security organizations.
• Build and maintain trusted relationships with senior government, intelligence, defence, and partner stakeholders.
• Connect customer needs with internal teams such as product, engineering, and specialists to tailor solutions.

Success Metrics

• Expansion of the National Security opportunity pipeline across EMEA.
• Creation and activation of an effective proxy network of cleared professionals.
• Improved win rates on strategic joint Cisco and Splunk deals.
• Deepened executive-level engagement in key national security accounts.
• Broader adoption of sovereign-ready solutions within the sector.

Qualifications & Experience

• At least eight years of experience in business development, strategic partnerships, defence, government affairs, or related roles.
• Comprehensive knowledge of National Security markets within the EMEA region.
• Experience collaborating with cleared partners and operating within restricted environments.
• Proven ability to develop and execute go-to-market strategies effectively.
• Strong skills in executive communication, influencing, and relationship management.
• Demonstrated discretion, integrity, and sound judgment in handling sensitive information.

Additional Information

• Familiarity with Cisco networking and security technologies, as well as Splunk observability and analytics solutions, is advantageous.
• Frequent travel throughout the EMEA region is expected.
• Candidates should be willing to undergo high-level Public Sector (National Security) background checks if not already cleared.
• This role requires maintaining and retaining appropriate clearance for employment.

About Cisco

Cisco is transforming data and infrastructure to protect organizations amid the era of AI and beyond. With over four decades of innovation, Cisco delivers solutions that unite humans and technology across digital and physical realms, offering unmatched security, insight, and visibility. Supported by a vast global network of experts, Cisco encourages collaboration and empathy to achieve large-scale impact worldwide.