Sales Business Development Manager

Role Overview

This is a Japan-focused overlay Business Development role designed to accelerate enterprise pipeline creation and account relationship development across a defined set of high-priority manufacturing and industrial accounts currently underserved by the existing field sales team. The role operates as a senior individual contributor within the Strategic Sales organization, working in close partnership with AVP Makiko Hatakeyama and the broader RSM/RSD team. The position is structured as a BDE overlay for FY27, with a planned transition to a full IC RSM role with defined account ownership in FY28.

What You’ll Do

• Build executive-level relationships at targeted enterprise accounts — including Fujitsu, Canon, Daikin, Bridgestone, Murata Manufacturing, Murata Machinery, Kobe Steel, Sumitomo Heavy Industries, and Toppan — where Splunk currently has limited or no active coverage
• Develop account plans and multi-year engagement strategies for assigned accounts in close coordination with the Strategic Sales AVP and field RSMs
• Generate qualified pipeline through proactive outbound engagement, industry networking, and executive-level business development activities
• Serve as an enterprise sales coach and best-practice resource for the broader RSM/RSD team, sharing proven methodologies for account entry, C-level engagement, and deal structuring in complex Japanese enterprise environments
• Identify and shape high-value opportunities ($1M+ deal size) with deal cycles of 12–18 months, tailoring proposals to customer business outcomes and Splunk’s platform value
• Collaborate with SE, marketing, and partner teams to build account-specific value propositions and go-to-market approaches
• Contribute to pipeline reporting and account planning processes in Clari, ensuring visibility and forecast quality for assigned accounts
• Actively participate in any deals that develop during the BDE period, contributing to close activities as appropriate; compensation will reflect contribution to closed revenue

Specialization and Focus

• Demand Generation / Business Development
• Enterprise Account Entry and Relationship Development
• Deal Shaping in complex, high-value Japanese enterprise environments
• Enterprise Sales Enablement and Coaching (RSM/RSD team)

Customer Engagement

• Customer Intimacy: High — executive relationship building is the primary activity
• Customer Focus: Manufacturing and Industrial vertical, Japan domestic
• Sales Motion: New business development and account whitespace expansion
• Product Focus: Platform and solution-level selling; security and observability use cases

Key Working Partners

• Strategic Sales AVP (Makiko Hatakeyama) — primary manager and strategic direction
• RSM/RSD team — joint account planning and deal execution
• SE organization — technical validation and customer engagement
• Marketing / DG team — demand generation campaigns and account-based marketing
• Partner team — channel and alliance engagement for target accounts

Success Measures

• Pipeline created at target accounts (volume and value)
• Executive relationships established at C/VP level across assigned accounts
• Quality and completeness of account plans for FY28 RSM transition
• Contribution to closed revenue in FY27 (tracked and compensated accordingly)
• Measurable improvement in enterprise sales capability of RSM/RSD team through coaching activities

Typical Deal Profile

• Deal Size: $1M+ in ARR
• Deal Complexity: High — multi-stakeholder, long-cycle Japanese enterprise
• Deal Cycle: 12–18 months (pipeline built in FY27, close expected FY28+)

Minimum Qualifications

• Bachelor’s degree + 12 years of related experience, or Master’s + 8 years, or equivalent
• Demonstrated track record in enterprise sales or business development within Japan’s manufacturing or industrial sector
• Proven ability to build C-level executive relationships and navigate complex organizational buying processes in Japanese enterprise accounts
• Native or business-level Japanese; business-level English

Preferred Qualifications

• Prior experience at a cybersecurity, data analytics, or enterprise software company
• Existing relationships at one or more of the target accounts listed above
• Experience in both direct sales (quota-carrying IC) and overlay/BDE roles
• Familiarity with Splunk’s platform, use cases, or competitive landscape

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