Description
We are seeking a highly experienced Business Development Manager (BDM) to lead Cisco’s business development and market expansion within Japan’s Defense sector, with a particular focus on the Ministry of Defense and related organizations.
As a Subject Matter Expert (SME), you will leverage your deep understanding of the defense market, government procurement processes, and established industry relationships to identify and develop long-term sales opportunities. You will work closely with Cisco’s account teams, engineering teams, business units, partners, and global stakeholders to shape strategic opportunities and strengthen Cisco’s presence within the Defense sector.
This role requires the ability to navigate complex, highly regulated customer environments, develop opportunities over long sales cycles, and translate customer priorities into Cisco architecture and solution strategies.
Key Responsibilities
- Lead demand generation and business development strategies for the Ministry of Defense, Self-Defense Forces, and related organizations, identifying new opportunities across Cisco’s technology and solution portfolio.
- Build and maintain senior-level relationships with key stakeholders across government organizations, defense-related customers, system integrators, and strategic partners to support long-term business development.
- Apply strong knowledge of Japanese government and defense procurement processes, budgeting cycles, tender requirements, and regulatory considerations to identify opportunities early and develop effective pursuit strategies.
- Shape large, complex opportunities, typically exceeding $1M in sales revenue, and develop deal structures that meet both customer requirements and Cisco’s business objectives. Manage opportunities with sales cycles typically ranging from 12 to 24 months.
- Work closely with technical specialists and business units to develop architecture- and solution-based proposals addressing customer priorities such as secure networking, cybersecurity, cloud, collaboration, and digital transformation.
- Engage with Cisco’s global teams and business units to align local Defense opportunities with global technology strategies, product capabilities, and relevant international best practices.
- Monitor developments in Japan’s Defense market, government technology priorities, regulatory requirements, and competitive activity. Provide customer and market insights that help inform Cisco’s solution strategy and product direction.
- Lead coordination across account teams, engineering, product teams, legal, compliance, partners, and other internal stakeholders for strategic and high-complexity opportunities.
- Build and maintain a strong pipeline of qualified opportunities, supporting account teams from early-stage opportunity identification and qualification through proposal development and deal progression.
Qualifications
- Significant experience in business development, enterprise sales, solution sales, or strategic account management within Japan’s Defense sector, including direct experience working with the Ministry of Defense and/or Self-Defense Forces.
- Strong understanding of Japanese public-sector and defense procurement processes, annual budgeting cycles, tender procedures, and long-term government sales processes.
- Established professional network across the Defense ecosystem, including government stakeholders, system integrators, technology partners, and other relevant organizations.
- Proven experience developing and managing large-scale, complex opportunities involving multiple stakeholders and extended sales cycles.
- Experience selling or developing business around enterprise technology solutions such as networking, cybersecurity, cloud, infrastructure, collaboration, or related technologies.
- Strong Japanese communication and stakeholder management skills. English proficiency sufficient to collaborate effectively with Cisco’s regional and global teams is preferred.
- Ability to lead complex pursuits and coordinate cross-functional teams without direct reporting authority.
- Bachelor’s degree with 12+ years of related experience, Master’s degree with 8+ years of related experience, PhD with 5+ years of related experience, or equivalent relevant professional experience.
Success Measures
- Drive increased sales revenue from new and existing Cisco solutions within the Defense sector.
- Increase the volume and value of qualified opportunities, particularly strategic and large-scale Defense opportunities.
- Identify and create new demand within existing and prospective Defense accounts and expand Cisco’s share of customer technology investment.
- Establish Cisco as a trusted technology partner by developing sustainable relationships with key Defense stakeholders.
- Successfully coordinate Cisco account teams, technical teams, business units, partners, and global stakeholders to progress strategic opportunities.