Cisco

Role Overview We are seeking a highly experienced Business Development Manager (BDM) to lead Cisco’s expansion within the Healthcare and Higher Education sectors. As a Subject Matter Expert (SME), you will leverage your deep industry expertise and robust professional network to drive strategic proposal opportunities. You will act as a bridge between the Japanese market and Cisco’s global organization, ensuring that our global strategies are effectively localized and executed. Key Responsibilities Industry-Specific Demand Generation: Lead enterprise-wide demand generation strategies tailored to the unique needs of the Healthcare and Higher Education sectors, ensuring Cisco’s presence in both new and existing solution offerings. Strategic Relationship Management: Utilize your existing industry network to build and maintain executive-level relationships, securing long-term business commitments. Global Collaboration: Engage regularly with Cisco’s global teams to share best practices, align on strategy, and drive global campaigns. High proficiency in English is essential for effective communication and collaboration with global stakeholders. Deal Shaping & Complex Proposals: Architect innovative deal structures for high-stakes opportunities (typically >$1M). Tailor solutions to meet both customer objectives and Cisco’s business goals in complex, long-cycle sales environments. Market Insight & Thought Leadership: Provide strategic, customer-driven insights to influence product roadmaps. Develop architecture-based thought leadership to exert influence on customer purchasing decisions. Cross-Functional Governance: Lead cross-functional teams to ensure alignment on high-stakes opportunities and drive the adoption of new consumption models. Qualifications Industry Expertise: Proven track record in business development or solution sales within the Healthcare or Higher Education sectors. Network: Strong, established professional network within these industries, with a demonstrated ability to access and influence decision-makers. Communication Skills: Fluent in English (written and verbal) to facilitate effective communication and strategic alignment with global Cisco teams. Leadership: Ability to lead complex projects and drive governance across internal and external stakeholders. Education: No specific degree required. We prioritize proven industry experience, professional achievements, and a demonstrated ability to drive business growth. Success Measures Revenue Growth: Drive increased sales revenue for new and existing products within the target verticals. Pipeline Development: Increase the volume and value of qualified opportunity pipelines. Global Alignment: Successful integration and execution of global strategies within the local market. Why Cisco? At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. We are Cisco, and our power starts with you.

Manages large segment accounts that are global in nature, serving as the primary influencer in purchasing decisions. Builds and sustains strong, long-term relationships with clients. Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Typically serves a domain area/product area within a single global account. Maintains a comprehensive understanding of Cisco’s full product portfolio. Has a deep focus on core networking technologies including switching, wireless, and routing. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through good opportunity prospecting and drives opportunities through to sales completion to achieve revenue goals. Analyzes data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Stays informed about industry trends, market dynamics, and competitive landscapes. • Specialization and Focus - Focused on Global accounts with the ability to deploy major opportunities in multiple locations; with expertise in the core network portfolio including switching, wireless, and routing • Customer Engagement and Accountability - Responsible for driving the global strategy across the multiple geographies for a single global account • The Internal Sales Process - Works with the local account team in each of the multiple locations outside of the HQ country • Corporate Interlock - N/A • Typical Sales Cycle - 9-18 Months • Success Measures - Bookings Growth What You'll Do: • Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders, across multiple global accounts; with significant and impactful revenue growth and business contributions. • Typically prospects new deals and continues to develop portfolio within accounts: • Focuses on an extensive set of solutions across multiple Products and Services* • With C-suite, buyers, executives at all levels • Anticipates evolving customer needs, leveraging specialized knowledge of customer’s global business model, macro industry trends, and economic drivers to position Cisco solutions that create stickiness with the customer • Engages in strategic interactions with regional/global key decision makers and embeds organizational-wide/global account plans at the local country level, while respecting local needs and customs • Analyzes and interprets shifts in the customer’s industry’s competitive landscape and provides custom strategic recommendations to internal and external stakeholders • Takes a balanced, multi-cultural perspective to leading executive-level engagements and championing innovative, customer-first strategies that drive business transformation and long-term value • Facilitates and secures long-term partnerships, expertly navigating commercial, legal, and technical requirements ensuring alignment between customer goals and Cisco’s strategic vision • Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements • Reviews, prioritizes, and aligns customer needs and business/portfolio strategy for account plans • Drives account planning and leverages extended team resources and key partners to identify new consumption options across multiple architectures • Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context • Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization • Partners with other account executive resources to provide insights to Rev Ops, fin

Influences and drives strategic decisions within Splunk customer’s buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights. Serves as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers’ strategic goals and needs, driving incremental revenue growth and recurring revenue. Maintains a comprehensive understanding of Splunk’s products, services, and solutions. Liaises with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies. Owns the legal goal, creates and manages quality pipeline, develops business, negotiates, and closes the deal. Builds the sales funnel through opportunity prospecting, develops and owns opportunities through to sales completion to achieve revenue goals. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Conducts business and technical evaluations to ensure proposals meet customers’ business objectives. Identifies new land opportunities, develops proposals, and creates account plans. Closely monitors cybersecurity and observability trends, market dynamics, and competitive landscapes • Specialization and Focus - Specialist in Splunk solutions, services, and products • Customer Engagement and Accountability - Primary influencer. Oversees overall customer strategy, value, and relationship. Develops deep understanding of customer business risk and opportunities to ensure value realization • The Internal Sales Process - All deal stages. Spends most of the time between prospect/qualification and proposal of the deal • Corporate Interlock - Low corporate interlock • Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP) • Success Measures - Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV) What You'll Do: • Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth • Typically prospects new deals with C-suite, buyers, executives at all levels • Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives • Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers • Applies competitor and customer insights to build effective account strategy and relationship map • Identifies and interprets shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders • Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization • Expertly navigates commercial, legal, and technical requirements and risks to realize business value • Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements • Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value • Leads Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk • Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context • Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization • Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement

Job Summary / Role Overview We are seeking a Security Consulting Engineer to join the Japan Customer Experience Security Delivery team and support the expansion of SOC and managed security services. This role is responsible for SOC delivery, customer onboarding, security monitoring operations, incident response support, and operational improvement for strategic customers, with a focus on Splunk ES / Splunk Cloud. You will collaborate with customer environments, Cisco delivery teams, Sales, Customer Success, Support, and product and engineering teams to provide a unified customer experience throughout the customer lifecycle. You will also integrate Cisco and third-party security technologies into customer environments, helping standardize SOC operating models, improve service quality, and enable long-term customer self-sufficiency. This role requires practical knowledge of SOC operations, SIEM, incident triage, threat detection, and security service delivery, along with strong customer-facing communication and technical consulting skills. You are also expected to leverage AI, automation, and CiscoIQ-enabled practices to improve delivery efficiency, operational quality, customer self-enablement, and service scalability. Work Conditions This role includes shift-based work as part of SOC service delivery. This role also includes on-call responsibilities as required for customer support, incident handling, and security operations support. Details of shift and on-call coverage will be determined based on the assigned services, customer requirements, and team structure. What You’ll Do Lead or support the delivery of SOC and security operations services for strategic customers, with a focus on monitoring, detection, analysis, and reporting using Splunk ES / Splunk Cloud. Support customer onboarding activities, including requirements clarification, operational readiness, migration planning, handoff design, and service transition. Design, deploy, optimize, migrate, and troubleshoot security solutions that integrate Cisco and third-party technologies into customer environments. Perform SOC-related alert triage, incident investigation support, escalation handling, and operational improvement to enhance customer security operations quality. Collaborate with network, server, cloud, security, TAC, TCE, Sales, Customer Success, and partner teams to align customer business requirements with technical delivery. Apply knowledge of security frameworks, threat models, regulatory requirements, and customer risk management policies to help build resilient, scalable, and policy-aligned security operating models. Create and improve reusable technical deliverables such as runbooks, playbooks, standard operating procedures, service reports, design documents, migration plans, and operational handoff materials. Leverage AI, automation, and CiscoIQ-enabled practices to reduce operational overhead, improve analysis quality, streamline workflows, and scale best practices across the team. Minimum Qualifications Bachelor’s degree with 7+ years of related experience, or Master’s degree with 4+ years of related experience, or PhD with 1+ year of related experience, or equivalent relevant work experience. Experience in security consulting, SOC delivery, managed security services, SIEM operations, network security, cloud security, or related technical delivery roles. Practical knowledge of security monitoring, incident triage, log analysis, threat detection, escalation handling, and security operations processes. Hands-on experience or practical working knowledge of SIEM platforms. Experience with Splunk, Splunk Enterprise Security, or Splunk Cloud is a plus. Understanding of network, server, cloud, endpoint, and security infrastructure fundamentals, with the ability to collaborate across multiple technical domains. Experience working with enterprise customers, strategic accounts, or complex multi-vendor environments. Strong customer-facing communicati

This role leads and manages the full lifecycle of customer-facing projects and programs across Cisco technologies, from initiation through planning, execution, and closure, ensuring alignment with customer business goals and Cisco's strategic objectives. The position is accountable for the successful execution of projects and programs, including scope, schedule, budget, quality, and customer satisfaction, and provides regular updates to Service Delivery Managers (SDMs) and Customer Experience Managers (CXMs) to ensure transparency and alignment across delivery and customer adoption goals. Responsibilities include managing project-level budget execution, ensuring operational excellence through accurate project reflection in Cisco's systems and tools, overseeing financial forecasting and reporting, and maintaining compliance with delivery governance standards. The role also coordinates with Cisco's vendor management teams to source bids, recommend partner selections, and create statements of work (SOW) and terms and conditions (T&Cs), while collaborating with SDMs, who have final accountability for partner selection, SOW approval, and performance. The position operates within industry methodologies such as PMI and Agile, and Cisco's operational processes, ensuring compliance, financial responsibility, and rigorous governance through structured communications, risk and issue management, and stakeholder alignment. Additional duties include maintaining project governance by managing invoicing, payment tracking, and forecasting processes, executing change management strategies to ensure operational discipline and adherence to Cisco's business standards, applying AI and automation tools to streamline planning, reporting, risk detection, and closeout activities, and championing continuous improvement through lessons learned, retrospectives, and knowledge sharing across teams and engagements. What You’ll Do: •Independently manages small to medium project(s) of moderate complexity •Accountable for delivery across scope, schedule, and stakeholder expectations and begins to influence delivery outcomes •Builds direct customer relationships and ensures technical integration across workstreams •Owns day-to-day customer engagement for assigned projects and uses delivery tools to document customer interactions •Communicates project activities in terms of customer outcomes (e.g., timeliness, cost, and performance) •Aligns customer requirements to scope of work and coordinates with delivery teams to ensure appropriate resources are engaged •Builds and maintains relationships with customers and other appropriate resources (e.g., Consulting Engineers, Cisco account teams, Partners, technical and functional stakeholders) •Defines standardized and automated processes for project planning, integrating milestones across related/adjacent project or program milestones •Allocates deliverables across team members and ensures clarity of ownership and accountability •Tracks progress using delivery tools and frameworks, leveraging AI and automation where possible •Guides risk and issue analysis; identifies and escalates scope creep •Determines required resources (e.g., people, tools, funding) to successfully meet project goals and monitors financial and material utilization to support forecast accuracy and delivery planning •Demonstrates proficient knowledge in one or more engineering/technical domains and integrates with project management expertise •Applies working knowledge of products and services to interpret customer needs and assess delivery risk •Researches and plans to leverage tools to automate, standardize and streamline delivery process (e.g., risk tracking templates, resource allocation models); collaborates cross-functionally and participates in retrospectives to pilot improvements •Collaborates with technical teams to scope solutions and validate feasibility •Documents technical risks, dependencies, and lessons learned to inform future deliver