Vice President - Security & Observability

THE OPPORTUNITY

The Vice President, Security & Observability is responsible for defining, building, and executing the strategy for the company's Security & Observability business, known as VSO360.  Reporting to the Chief Growth Officer, this leader will own the strategy, business development, go-to-market approach, and growth of the Security & Observability portfolio. The VP will bring deep knowledge of the security and observability markets, extensive Splunk experience, strong technical credibility, and the business acumen required to translate technology capabilities into differentiated customer outcomes and sustainable growth. This is a highly collaborative leadership role operating across Sales, CTO, Marketing, Service Delivery, Alliances, and other functions. The VP will directly lead a team of Business Development professionals aligned to the company's business units and will work closely with supporting CTO and Service Delivery resources to develop solutions, capabilities, and services that address customer needs.  This position will be based in the Washington DC Metropolitan area - Herndon, VA or Annapolis, MD is preferred.

HOW YOU’LL MAKE AN IMPACT

Strategy & Business Leadership

• Develop and own the overall strategy for the Security & Observability business, including the VSO360 initiative. 
• Execute the vision, market positioning, growth priorities and roadmap for the business.
• Identify emerging market trends, technologies, customer requirements, and competitive dynamics and translate them into actionable business opportunities.
• Define the markets, customer segments, use cases, and solutions where the company can establish differentiated positions and drive meaningful growth.
• Establish business plans, performance metrics, pipeline, and growth targets and maintain accountability for results.
• Build a scalable business that combines technology, professional services, and partner capabilities to address customer requirements with branded market awareness.
• Fully optimize the sales force to represent the Security & Observability portfolio
• Create market leadership supporting the Splunk transition into the broader Cisco portfolio.

Business Development & Growth

• Lead a team of three Business Development professionals supporting the company's business units.
• Develop and execute business development strategies that generate pipeline, accelerate opportunities, and expand relationships with existing and new customers.
• Partner with business unit and sales leadership to identify strategic accounts and opportunities where Security & Observability capabilities can create differentiated value.
• Engage directly with customers and prospects to understand business and technical challenges, shape requirements, develop solutions, and communicate the value of the company's capabilities.
• Support major pursuits from opportunity identification and qualification through solution development, proposal, and close.

Splunk & Technology Leadership

• Serve as a senior business and technology leader for the company's broader Security & Observability portfolio.
• Apply extensive Splunk experience to develop differentiated solutions, services, and go-to-market strategies.
• Maintain a strong understanding of the Splunk platform, ecosystem, partner programs, competitive landscape, and evolving product portfolio.
• Understand customer data environments and how security, observability, IT operations, and related capabilities can transform enterprise data into actionable intelligence.
• Work closely with CTO resources to develop architectures, solutions, demonstrations, intellectual property, and technical differentiation.
• Evaluate adjacent and complementary technologies that can expand the capabilities and addressable market of the Security & Observability practice.

Services & Capability Development

• Partner with Service Delivery leadership to develop and mature professional, managed, and lifecycle services supporting the Security & Observability portfolio.
• Translate customer requirements and market opportunities into repeatable offerings and scalable delivery capabilities.
• Help define required skills, certifications, methodologies, tools, and investments necessary to support growth.
• Ensure alignment between what is sold, what customers need, and what the organization can successfully deliver.
• Identify opportunities to create recurring revenue and long-term customer relationships through managed and ongoing services.

Go-to-Market & Cross-Functional Leadership

• Work with Marketing to develop market positioning, messaging, campaigns, thought leadership, customer success stories, and demand-generation programs.
• Partner with Sales leadership to develop enablement programs that help sellers identify, qualify, position, and advance Security & Observability opportunities.
• Work across business units to establish a consistent strategy while adapting offerings and go-to-market approaches to the requirements of different customer segments.
• Develop executive-level relationships with Splunk, Cisco and complementary technology partners.
• Represent the company at customer meetings, industry events, partner engagements, conferences, and executive briefings.
• Create alignment across Sales, CTO, Marketing, Service Delivery, Operations, and executive leadership around priorities and execution.

Managerial & Inspirational Leadership

• Directly manage three Business Development professionals aligned to and supporting the company's business units.
• Provide strategic and cross-functional leadership to a broader virtual team of CTO, solution architecture, engineering, marketing, and Service Delivery resources.
• Must be highly effective at leading through influence and creating alignment across organizational boundaries.

SKILLS THAT DRIVE SUCCESS

• Significant leadership experience in cybersecurity, observability, data intelligence, IT operations, or related technology markets.
• Extensive experience with Splunk, including a strong understanding of its technology, use cases, ecosystem, customers, and go-to-market model.
• Demonstrated ability to build, grow, or significantly expand a technology or services business.
• Strong combination of technical depth and business acumen, with the ability to operate effectively with engineers and architects as well as sales executives, customers, partners, and senior leadership.
• Deep understanding of the security and observability markets and the convergence of data, security operations, infrastructure, applications, cloud, and IT operations.
• Experience developing and executing business strategies, go-to-market plans, and growth initiatives.
• Proven success developing pipeline and supporting complex enterprise sales pursuits.
• Experience building technology-enabled professional and/or managed services offerings.
• Demonstrated ability to lead cross-functional teams and influence resources outside of direct reporting relationships.
• Strong executive communication and presentation skills with the ability to articulate complex technical concepts in business and customer-outcome terms.
• Experience developing senior-level relationships with customers and strategic technology partners.
• Strong leadership skills with demonstrated success developing and managing high-performing teams.

WHAT SETS YOU APART

• Established relationships within Splunk and the broader Splunk partner and customer ecosystem.
• Experience leading or building a Splunk-focused business, practice, or center of excellence.
• Experience across both security and observability use cases.
• Experience developing recurring revenue, managed services, or as-a-service offerings.
• Experience working across federal, state, local and commercial markets.
• Relevant Splunk, cybersecurity, cloud, or observability certifications.
• Maintain a highly external customer facing operating cadence with significant time meeting in person with customers, prospects and Splunk/Cisco leadership.

TRAVEL REQUIREMENTS

• Must reside in the Washington DC Metropolitan with the ability to travel regularly (local and nationally) as needed.

WHY YOU’LL LOVE IT

• You will be part of a mission-critical team that directly impacts our ability to deliver competitive, compliant and innovative solutions to our customers.
• You will be a key contributor to Iron Bows’s transformational shift in how we deliver value to both customers and employees.
• You will have the pleasure of working with passionate professionals in a culture that fosters a workplace where everyone feels respected, supported and empowered to succeed.

COMPENSATION AND BENEFITS INFORMATION:

The initial base salary range for this position is $190,000 - $250,000.  In addition to base salary, this role offers a competitive on-target earnings (OTE) structure, with strong upside potential. Our compensation plans are designed to reward success, drive growth, and recognize the impact our sales teams make in the market.

At Iron Bow, we invest in our people and their success. We offer a comprehensive benefits package that may include medical, dental, and vision coverage, a 401(k) plan, paid time off, and additional wellness and financial benefits. An overview of our benefits is available on our careers page.

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