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.

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.
• Create 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.
• Support major pursuits from opportunity identification and qualification through solution development, proposal, and close.

• 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.
• Develop executive-level relationships with Splunk, Cisco and complementary technology partners.
• 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

• Leadership Experience

• Significant leadership experience in cybersecurity, observability, data intelligence, IT operations, or related technology markets.

• Splunk Experience

• Extensive experience with Splunk, including a strong understanding of its technology, use cases, ecosystem, customers, and go-to-market model.

• Business Acumen

• Demonstrated ability to build, grow, or significantly expand a technology or services business.

• Technical Depth

• 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.

• Market Understanding

• Deep understanding of the security and observability markets and the convergence of data, security operations, infrastructure, applications, cloud, and IT operations.

• Strategy & Planning

• Experience developing and executing business strategies, go-to-market plans, and growth initiatives.

• Pipeline Development

• Proven success developing pipeline and supporting complex enterprise sales pursuits.

• Service Offerings

• Experience developing technology-enabled professional and/or managed services offerings.

• Team Management

• Demonstrated ability to lead cross-functional teams and influence resources outside of direct reporting relationships.

• Communication & Presentation

• Strong executive communication and presentation skills with the ability to articulate complex technical concepts in business and customer-outcome terms.

• Customer Relationships

• Experience leading or building a Splunk-focused business, practice, or center of excellence.

• Leadership Skills

• Demonstrated success developing and managing high-performing teams.

WHAT SETS YOU APART

• Relationships

• Established relationships within Splunk and the broader Splunk partner and customer ecosystem.

• Business Development

• Experience across both security and observability use cases.

• Revenue Generation

• Experience developing recurring revenue, managed services, or as-a-service offerings.

• Market Experience

• Experience working across federal, state, local and commercial markets.

• Certifications

• Relevant Splunk, cybersecurity, cloud, or observability certifications.

• Travel

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

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.