# Japan-focused Overlay Business Development Role

**Company**: Cisco
**Location**: Minato, Japan
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://cisco.wd5.myworkdayjobs.com/en-US/Cisco_Careers/job/Minato-Japan/Sales-Business-Development-Manager_2030052-1?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_64b130a0-e57

## Description

This is a Japan-focused overlay Business Development role designed to accelerate enterprise pipeline creation and account relationship development across a defined set of high-priority manufacturing and industrial accounts currently underserved by the existing field sales team.

You will operate as a senior individual contributor within the Strategic Sales organization, working in close partnership with AVP Makiko Hatakeyama and the broader RSM/RSD team. The position is structured as a BDE overlay for FY27, with a planned transition to a full IC RSM role with defined account ownership in FY28.

**Responsibilities**

- Build executive-level relationships at targeted enterprise accounts , including Fujitsu, Canon, Daikin, Bridgestone, Murata Manufacturing, Murata Machinery, Kobe Steel, Sumitomo Heavy Industries, and Toppan , where Splunk currently has limited or no active coverage

- Develop account plans and multi-year engagement strategies for assigned accounts in close coordination with the Strategic Sales AVP and field RSMs

- Generate qualified pipeline through proactive outbound engagement, industry networking, and executive-level business development activities

- Serve as an enterprise sales coach and best-practice resource for the broader RSM/RSD team, sharing proven methodologies for account entry, C-level engagement, and deal structuring in complex Japanese enterprise environments

- Identify and shape high-value opportunities ($1M+ deal size) with deal cycles of 12–18 months, tailoring proposals to customer business outcomes and Splunk’s platform value

- Collaborate with SE, marketing, and partner teams to build account-specific value propositions and go-to-market approaches

- Contribute to pipeline reporting and account planning processes in Clari, ensuring visibility and forecast quality for assigned accounts

- Actively participate in any deals that develop during the BDE period, contributing to close activities as appropriate; compensation will reflect contribution to closed revenue

**Specialization and Focus**

- Demand Generation / Business Development

- Enterprise Account Entry and Relationship Development

- Deal Shaping in complex, high-value Japanese enterprise environments

- Enterprise Sales Enablement and Coaching (RSM/RSD team)

**Customer Engagement**

- Customer Intimacy: High , executive relationship building is the primary activity

- Customer Focus: Manufacturing and Industrial vertical, Japan domestic

- Sales Motion: New business development and account whitespace expansion

- Product Focus: Platform and solution-level selling; security and observability use cases

**Key Working Partners**

- Strategic Sales AVP (Makiko Hatakeyama) , primary manager and strategic direction

- RSM/RSD team , joint account planning and deal execution

- SE organization , technical validation and customer engagement

- Marketing / DG team , demand generation campaigns and account-based marketing

- Partner team , channel and alliance engagement for target accounts

**Success Measures**

- Pipeline created at target accounts (volume and value)

- Executive relationships established at C/VP level across assigned accounts

- Quality and completeness of account plans for FY28 RSM transition

- Contribution to closed revenue in FY27 (tracked and compensated accordingly)

- Measurable improvement in enterprise sales capability of RSM/RSD team through coaching activities

**Typical Deal Profile**

- Deal Size: $1M+ in ARR

- Deal Complexity: High , multi-stakeholder, long-cycle Japanese enterprise

- Deal Cycle: 12–18 months (pipeline built in FY27, close expected FY28+)

**Minimum Qualifications**

- Bachelor’s degree + 12 years of related experience, or Master’s + 8 years, or equivalent

- Demonstrated track record in enterprise sales or business development within Japan’s manufacturing or industrial sector

- Proven ability to build C-level executive relationships and navigate complex organizational buying processes in Japanese enterprise accounts

- Native or business-level Japanese; business-level English

**Preferred Qualifications**

- Prior experience at a cybersecurity, data analytics, or enterprise software company

- Existing relationships at one or more of the target accounts listed above

- Experience in both direct sales (quota-carrying IC) and overlay/BDE roles

- Familiarity with Splunk’s platform, use cases, or competitive landscape

## Skills

### Required
- Japanese
- English
- Business Development
- Enterprise Sales
- Account Relationship Building

### Nice to have
- Cybersecurity
- Data Analytics
- Enterprise Software
- Splunk

---

Source: [Apply at cisco.wd5.myworkdayjobs.com](https://cisco.wd5.myworkdayjobs.com/en-US/Cisco_Careers/job/Minato-Japan/Sales-Business-Development-Manager_2030052-1?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)