Sales Business Development Manager

Job description

募集職種：シニア・ビジネスデベロップメント・マネージャー（自動車・製造業担当／日本） 職務概要 本ポジションは、日本における自動車および製造業向けに、シスコの製品・サービス・ソリューションの市場開拓を主導する役割を担います。短期および中長期的な販売機会を特定し、専門家として戦略的な提案を策定します。 フィールドセールス、各事業ユニット、プロダクト/サービススペシャリスト、エンジニアリング、セキュリティ、マーケティング、およびエコシステムパートナーと連携し、需要創出と質の高い商談構築を行います。既存アカウントの拡大に加え、新規顧客との関係構築を通じてビジネスを成長させることがミッションです。 IT部門だけでなく、生産技術、製造現場、工場自動化（FA）、サイバーセキュリティ、OT（運用技術）部門の経営層との強固な関係を構築し、製造業特有のニーズをシスコのソリューション、商用モデル、ビジネス機会へと翻訳し、実現させます。 職務の詳細（What You’ll Do） 需要創出と市場開拓 : 新興ソリューションやクロスドメイン案件の需要創出を主導。 経営層とのリレーション : 自動車・製造業界の経営層と信頼関係を構築し、中長期的なコミットメントを獲得。 多部門連携 : 企業IT部門に加え、生産技術、FA、サイバーセキュリティ、OTチームへ深くアプローチし、シスコのネットワーク、セキュリティ、オブザーバビリティ、エッジ、データ、AI機能を活用したソリューションを提案。 案件形成 : 質の高いパイプラインを構築し、リード転換率を向上。複雑な案件構造を最適化し、導入を加速させる新たな消費モデル（Consumption Models）を開発。 エコシステム構築 : 機械メーカー、機器メーカー、システムインテグレーター、テクノロジーパートナーと連携し、共同ソリューションやリファレンスアーキテクチャを策定。 フィジカルAIの推進 : AI搭載の機械、ロボット、カメラ、センサー、車両、生産システムとセキュアなデジタルインフラを接続し、スマートマニュファクチャリングを推進。 サイバーセキュリティ : Mythos関連を含む、自動車・産業向けサイバーセキュリティのビジネス開発をリードし、工場や車両、AI運用に向けたスケーラブルなソリューションを提供。 業界活動とガバナンス : 業界団体やワーキンググループを通じたフィジカルAI、データ、エネルギー管理の推進。ガバナンスの主導およびベストプラクティスの共有、成功事例（ライトハウスプロジェクト）の創出。 求める人物像とスキル 【必須要件（Minimum Qualifications）】 学士号取得者：関連業務経験12年以上 修士号取得者：関連業務経験8年以上 博士号取得者：関連業務経験5年以上 または、上記と同等の実務経験 【歓迎要件（Preferred Qualifications）】 日本の自動車・製造業界における深い知見およびネットワーク 日本の自動車メーカーや製造企業に対するビジネス開発またはソリューション営業経験 生産技術、FA、OT、サイバーセキュリティ部門へのアプローチ経験 製造現場の要件を技術的ソリューションとビジネス成果へ落とし込む能力 機械メーカーやシステムインテグレーターとのエコシステム構築経験 スマートマニュファクチャリング、IT/OTコンバージェンス、産業サイバーセキュリティ、フィジカルAI等の知識 複雑な100万ドル規模の案件形成経験 経営層と対等に渡り合えるコミュニケーション能力およびクロスファンクショナルなリーダーシップ 日本語および英語でのビジネスレベル以上のコミュニケーション能力 成功の評価指標（Success Measures） 新規および既存ソリューションからの収益成長 質の高い案件のパイプライン増加 100万ドルを超える大規模案件の創出と進捗 競合からのリプレイスおよび顧客内シェアの拡大 IT部門から生産技術・OT・セキュリティ領域への顧客基盤の拡大 エコシステムパートナーとの共同ソリューションおよび再現性のあるビジネスモデルの確立 業界団体における影響力の拡大および業界内でのシスコのポジショニング強化 Senior Business Development Manager – Automotive and Manufacturing, Japan Role Overview Identifies short- and long-term sales opportunities and acts as a subject-matter expert to develop strategic proposals. Drives market development for Cisco’s products, services, and solutions, focusing on Japan’s automotive and manufacturing industries. Partners with Field Sales, Business Units, Product and Service Specialists, Engineering, Security, Marketing, and ecosystem partners to generate demand and build qualified opportunities. Expands existing accounts and develops new relationships to drive growth. Builds executive relationships across IT, Production Engineering, manufacturing operations, factory automation, cybersecurity, and OT. Translates manufacturing requirements into Cisco-led solutions, commercial models, and business opportunities. Develops ecosystems with machine builders, equipment manufacturers, system integrators, technology and security partners, and industry associations. Creates joint solutions and go-to-market models across the manufacturing value chain. Shapes complex deals, develops new consumption models, and provides market insights to influence Cisco’s product and solution roadmaps. Specialization and Focus Automotive and manufacturing business development Demand generation and strategic deal shaping Production Engineering, OT, and industrial cybersecurity Physical AI, smart manufacturing, and industrial automation Machine builder and partner ecosystem development Industry association engagement Customer Engagement and Sales Process Customer intimacy: High Customer focus: Automotive and manufacturing industries in Japan Key stakeholders: Executives, IT, Production Engineering, manufacturing operations, factory automation, cybersecurity, and OT Sales focus: Prospecting, qualifying, solution selling, and new business creation Key partners: Business Units, Product and Service Specialists, Account Managers, Engineering, Security, Marketing, Government Affairs, and Field Sales Deal size: More than USD 1 million Deal complexity: High, requiring customization and cross-functional coordination Deal cycle: Typically 12–18 months and up to two years What You’ll Do Lead demand generation and market expansion for emerging and cross-domain solutions Build executive relationships and secure long-term commitments Develop business across Japan’s automotive and manufacturing industries Engage Production Engineering, manufacturing operations, factory automation, cybersecurity, and OT teams, in addition to corporate IT Connect production requirements with Cisco’s networking, security, observability, edge, data, and AI capabilities Build qualified pipelines, improve lead conversion, and shape complex deal structures Develop new consumption models that accelerate adoption Build ecosystems with machine builders, equipment manufacturers, system integrators, and technology and security partners Develop joint solutions, reference architectures, and repeatable go-to-market models Define Cisco’s contribution to Physical AI and connect AI-enabled machines, robots, cameras, sensors, vehicles, and production systems with secure digital infrastructure Create opportunities in smart manufacturing, industrial automation, robotics, digital twins, connected vehicles, energy management, and IT/OT convergence Lead business development for Mythos-related and other automotive and industrial cybersecurity requirements Translate security requirements for factories, machines, vehicles, and AI-enabled operations into scalable commercial solutions Engage industry associations, forums, and working groups on Physical AI, industrial security, smart manufacturing, data, and energy management Collaborate with Government Affairs on standards, policy, and regulation Analyze customer, industry, technology, and economic trends Provide thought leadership and market insights to shape Cisco’s roadmaps Lead cross-functional governance for high-value opportunities Build a BDM community and promote best practices Create lighthouse projects and scalable reference cases Success Measures Revenue growth from new and existing offerings Increased volume and value of qualified opportunities Creation and progression of opportunities exceeding USD 1 million Competitive displacement and increased share of wallet Expansion from IT into Production Engineering, OT, manufacturing operations, and cybersecurity Joint solutions and repeatable business models with ecosystem partners Stronger Cisco positioning in Physical AI and industrial cybersecurity Increased influence through industry associations Scalable lighthouse projects and reference models Minimum Qualifications 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 work experience. Preferred Qualifications Strong knowledge of Japan’s automotive and manufacturing industries Business-development or solution-sales experience with Japanese automotive companies and manufacturers Relationships across the automotive and manufacturing ecosystem Experience engaging Production Engineering, manufacturing operations, factory automation, cybersecurity, and OT Ability to translate production requirements into technology solutions and business outcomes Experience building ecosystems with machine builders, equipment manufacturers, system integrators, partners, and industry associations Knowledge of smart manufacturing, industrial networking, IT/OT convergence, industrial cybersecurity, Physical AI, connected vehicles, and energy management Knowledge of Mythos and related automotive or industrial cybersecurity initiatives Experience with industry associations, standards organizations, or government stakeholders Experience shaping complex opportunities exceeding USD 1 million Strong executive communication and cross-functional leadership Professional communication skills in Japanese and English Preferred qualifications may vary based on team and business needs. 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.