Senior Business Development Manager - Cyber

Senior Business Development Manager
- Cyber

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.

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…