Note: The job is a remote job and is open to candidates in USA. Sierra Nevada Corporation (SNC) is a global leader in aerospace and national security, providing technologies and solutions that support critical security needs. The Senior Business Development Manager – Cyber will lead the commercial go-to-market strategy for Defensible Security, driving pipeline, revenue, partnerships, demand generation, and team development across cybersecurity offerings for the Defense Industrial Base and federally regulated organizations.
Responsibilities
- Own commercial GTM strategy. Define and execute the go-to-market strategy for Defensible Security across priority DIB and regulated-commercial cohorts, translating market opportunities into a prioritized pipeline and a credible bookings forecast
- Drive revenue and pipeline. Carry the most senior selling responsibility directly — prospecting, qualifying, advancing, and closing opportunities — while building the demand-generation engine that produces marketing-sourced pipeline
- Engage prime contractors and the DIB. Build executive relationships across prime contractors, defense manufacturers, the Intelligence Community, and cleared subcontractors, positioning Defensible as the trusted compliance-aligned cybersecurity partner
- Build the partner and channel ecosystem. Develop and manage Managed Service Provider (MSP) / Managed Security Service Provider (MSSP), prime contractor, cloud, and advisory partnerships, including channel programs that unlock the SMB and mid-market DIB segments
- Capitalize on the CMMC demand wave. Align messaging, offers, and partner motions to CMMC Phase 2/3 timelines and prime-driven flow-down requirements, ensuring Defensible is present before customers make their selections
- Stand up GTM operating discipline. Establish forecasting cadence, pipeline analytics, operational dashboards, and GTM playbooks that improve predictability and execution velocity, and monitor the competitive landscape and customer needs to sharpen positioning — in partnership with the Director, Cybersecurity who owns pricing, cost, and performance models
- Shape brand and demand generation. Direct marketing, content, events, and account-based marketing programs — working with shared SNC marketing and corporate communications and external agencies — to build awareness and a market-leading commercial cyber brand
- Build and lead the team. Recruit, structure, and lead the dedicated Defensible commercial organization (marketing, partnerships, and sales) as the business scales through phased, milestone-gated investment
- Represent SNC externally. Serve as a public face for Defensible through executive briefings, conferences, webinars, and industry working groups
Skills
- Bachelor's degree in Business, Marketing, Engineering, or a related field
- 11+ years of experience in business development, sales, or a related field
- Relevant experience can be considered as a substitute for the required educational qualifications
- In the absence of a degree, a minimum of 15 years of related experience is required
- Higher level relevant degree may substitute for experience
- Advanced knowledge of US Department of Defense Military programs, Foreign Military Sales, and acquisition procedure
- Ability to understand, analyze customer requirements and operations concepts and interpret, translate, and explain detailed technical ideas to a technical and non-technical audience
- Progressive experience with technical marketing, proposal development, and program management or engineering design
- Excellent written and oral communication skills and the ability to motivate/work with others
- Mastery of Microsoft Office Suite
- Substantial track record selling cybersecurity, managed security, compliance, or technology solutions
- Proven success building partner and channel ecosystems (MSP/MSSP, prime contractor, cloud, or advisory) to expand indirect revenue
- Experience developing account plans and capture plans for new business opportunities
- Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace
- Exceptional leadership, communication, and strategic planning skills
- Working knowledge of the CMMC / Controlled Unclassified Information (CUI) compliance landscape and the Defense Industrial Base
- Exceptional leadership, communication, and strategic planning skills
- Availability to travel monthly for conferences, customer, and partner engagements
- Ability to obtain and maintain a Secret U.S. Security Clearance; U.S. citizenship is required
- Ability to sit at a desk and work on a computer for extended periods
- Regular use of hand/finger dexterity for typing and writing
- Ability to travel is required
- Capability to work in an office or hybrid environment
- Direct leadership of a CMMC go-to-market program, or deep, hands-on involvement in the CMMC ecosystem since its inception
- Experience marketing and selling SOCaaS, MSSP, or regulated/secure cloud offerings to defense and federally regulated customers
- Established relationships across prime contractors, the DIB, federal stakeholders, and relevant industry associations or standards bodies
- Experience scaling a cybersecurity revenue portfolio and building high-performing GTM organizations
- Cyber AB Registered Practitioner (RP), Certified CMMC Professional (CCP/CCA), CISSP, or comparable industry credentials (held or in progress)
- Recognized thought leadership — speaking engagements, executive briefings, and industry committee participation
- Familiarity with marketing-automation and sales-intelligence platforms (e.g., HubSpot/Marketo, 6sense, ZoomInfo) and analyst insights to inform strategy
- Exposure to proposal coordination to ensure proposals are staffed and supported to achieve success
Benefits
- Annual incentive pay based upon performance that is commensurate with the level of the position
- Medical, dental, and vision plans
- 401(k) with 150% match up to 6%
- Life insurance
- 3 weeks paid time off
- Tuition reimbursement
- Remote or hybrid or in office
Company Overview