Business Development Manager - Splunk PBST- NatSec

Overview

Business Development Manager for National Security within Splunk's U.S. Public Sector Strategic Programs and Business Development team, leading early capture and business development for multi-year federal opportunities in the Intelligence Community and classified federal programs.

What you'll do

• 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.

What you'll need

• 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; OR 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, including 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 have

• 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.

Details

• Role can be performed remotely from Maryland, Washington DC or Northern Virginia only.
• Application window expected to close 10/23/2026.
• Starting salary range $311,000.00 to $393,000.00 (U.S./Canada), excluding incentive compensation, equity, and benefits; New York City Metro Area $319,100.00 - $491,800.00; Non-Metro New York state and Washington state $311,000.00 - $452,000.00.