Senior Business Development Manager – Cyber

Job description

SNC can only hire in these states: AL, AK, AZ, CA, CO, FL, GA, HI, ID, IL, IN, KS, KY, LA, MD, MA, MI, MN, MS, MO, MT, NE, NV, NH, NJ, NM, NC, OH, OK, OR, PA, SC, TN, TX, UT, VA, WA, WV, WI. Sierra Nevada Company (SNC) is seeking a Senior Business Development Manager – Cyber to lead commercial growth for SNC Defensible Security, our defense-grade Security Operations Center-as-a-Service (SOCaaS) offering. Defensible Security delivers fully compliant, U.S.-based, U.S. Persons-only, 24x7 cybersecurity monitoring, alerting, and response purpose-built for the Defense Industrial Base (DIB) and federally regulated organizations. This role is the anchor leadership hire for Defensible’s commercial go to market (GTM) motion — responsible for shaping and executing the strategy required to convert a substantial market opportunity into a scaled cybersecurity business. This senior commercial leader will build the pipeline, advance opportunities to close, grow the partner ecosystem, strengthen brand presence, and establish the operating discipline and team needed to drive Defensible Security’s long term growth. The Cybersecurity Maturity Model Certification (CMMC) compliance wave is accelerating ahead of the formal Department of Defense (DoD) enforcement calendar, with prime contractors already imposing requirements across their supply chains. SNC’s defense heritage, cleared status, and trusted security reputation position Defensible to win where heritage and compliance matter most. The Senior Business Development Manager will help drive the strategy and execution that captures this demand across priority customer cohorts. While Defensible Security is the primary focus, the role’s scope spans SNC’s commercial cyber portfolio, positioning the company to extend the same GTM motion to adjacent cyber offerings over time. The ISR (Intelligence, Surveillance & Reconnaissance), Aviation, and Security (IAS) business area is a leader in ISR and aviation, it is a leading prime manned and unmanned aircraft systems integrator for innovative, high-performance ISR and aviation systems. Its end-to-end Command, Control, Computers, Communications and Intelligence, Surveillance & Reconnaissance (C4ISR) capabilities encompass design, integration, test, certification, ground/flight training and complete logistics support. IAS tailors solutions to customer cost, performance, and schedule requirements and designs to consistently exceed expectations – with an unrivaled record of on time and on (or under) budget deliveries. 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. Qualifications You Must Have: 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. Qualifications We Prefer: 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. Essential Functions: 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. This posting will be open for application for a minimum of 5 days and may be extended based on business needs. Estimated Starting Salary Range: $165,010.21 - $226,889.04. Compensation varies depending on a wide array of factors, such as candidates' key skills, relevant work experience, and education/training/certifications. The disclosed range estimate may be adjusted for any applicable geographic differential associated with the location at which the position may be filled. SNC offers annual incentive pay based upon performance that is commensurate with the level of the position. SNC offers a generous benefit package, including medical, dental, and vision plans, 401(k) with 150% match up to 6%, life insurance, 3 weeks paid time off, tuition reimbursement, and more . IMPORTANT NOTICE: This position requires the ability to obtain and maintain a Secret U.S. Security Clearance. U.S. Citizenship status is required as this position needs an active U.S. Security Clearance for employment. Non-U.S. citizens may not be eligible to obtain a security clearance. The Department of Defense Consolidated Adjudications Facility (DoD CAF), a federal government agency, handles the adjudicative aspects of the security clearance eligibility process for industry applicants. Adjudicative factors which affect the outcome of the eligibility determination include, but are not limited to, allegiance to the U.S., foreign influence, foreign preference, criminal conduct, security violations and illegal drug use. Learn more about the background check process for Security Clearances. SNC is a global leader in aerospace and national security committed to moving the American Dream forward. We’re known and respected for our mission and execution focus, agility, and disruptive and rapid innovation. We provide leading edge technologies and transformative solutions that support our nation’s most critical security needs. If you are mission-focused, thrive in collaborative environments, and want to make our country stronger with state-of-the-art technologies that safeguard freedom, join our team! SNC is an Equal Opportunity Employer committed to an environment free of discrimination. Employment decisions are made based on merit without regard to race, color, age, religion, sex, national origin, disability, status as a protected veteran or other characteristics protected by law.