Overview

Sierra Nevada Company (SNC) is seeking a Senior Business Development Manager – Cyber to lead commercial growth for SNC Defensible Security, a 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. The 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 CMMC compliance wave is accelerating ahead of the formal 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. While Defensible Security is the primary focus, the role's scope spans SNC's commercial cyber portfolio.

This role sits within the ISR, Aviation, and Security (IAS) business area, a leading prime manned and unmanned aircraft systems integrator for high-performance ISR and aviation systems with end-to-end C4ISR capabilities.

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 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 MSP/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; monitor the competitive landscape and customer needs to sharpen positioning.
• •Shape brand and demand generation: direct marketing, content, events, and account-based marketing programs — working with shared SNC marketing, 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.

Required Qualifications

• •Bachelor's degree in Business, Marketing, Engineering, or a related field; or 15+ years of related experience in lieu of a degree.
• •11+ years of experience in business development, sales, or a related field.
• •Advanced knowledge of U.S. Department of Defense military programs, Foreign Military Sales, and acquisition procedures.
• •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.
• •Working knowledge of the CMMC / Controlled Unclassified Information (CUI) compliance landscape and the Defense Industrial Base.
• •Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace.
• •Exceptional leadership, communication, and strategic planning skills.
• •Ability to understand, analyze customer requirements and operations concepts and interpret, translate, and explain detailed technical ideas to technical and non-technical audiences.
• •Progressive experience with technical marketing, proposal development, and program management or engineering design.
• •Mastery of Microsoft Office Suite.
• •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.

Preferred Qualifications

• •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.

Compensation and Benefits

• •Estimated Starting Salary Range: $165,010 - $226,889, varying based on skills, experience, education, and geographic location.
• •Annual incentive pay based upon performance commensurate with the level of the position.
• •Benefits include medical, dental, and vision plans; 401(k) with 150% match up to 6%; life insurance; 3 weeks paid time off; tuition reimbursement; and more.

Location

SNC can hire in the following 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.