Cisco
Sales Business Development Manager
- Compensation
- Not disclosed
- Location
- Minato, Japan
- Work setup
- Not specified
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- 8+ years
- Category
- Sales
- Posted
Skills
Must have
- 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
Nice to have
- 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
Full description
Role Overview
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. The role operates 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.
What You’ll Do
- 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