Industry Sales Leader – Aerospace & Defense, Public Sector

Industry Sales Leader – Aerospace & Defense, Public Sector Job ID: 51570433 Category: Sales & Sales Enablement Employment Type: Full time Location: Ashburn, United States of America Job Description: Overview: The Industry Sales leader – Aerospace & Defense, Public Sector will lead growth across DXC’s Aerospace & Defense (A&D) portfolio, with primary accountability for expanding strategic accounts, shaping large pursuits, and accelerating pipeline across Consulting & Engineering Services (CES). This role requires a proven A&D growth leader with experience selling mission-critical solutions such as digital engineering, IT services, custom and enterprise application development, and data/analytics into aerospace OEMs, defense primes, and complex supplier ecosystems. Public Sector and U.S. Federal experience is a strong advantage, particularly in defense-adjacent and regulated environments. The successful candidate will operate as a hands-on deal leader, working across sales, consulting engineering, alliances, capture, and delivery to convert strategy into sustained growth. Essential Job Functions: Aerospace & Defense Growth Leadership Own and execute the A&D sales growth strategy for DXC CES, driving pipeline, bookings, and revenue. Expand DXC’s footprint within A&D OEMs, defense primes, Tier 1/2 suppliers, and ecosystem partners. Lead and shape large, complex pursuits spanning digital engineering, application development & modernization, data, artificial intelligence, and DXC’s consulting practice. Public Sector & Federal Engagement Leverage experience in defense, federal, or public sector environments to support prime and subcontract pursuits. Partner with capture, contracts, and proposal teams on IDIQs, task orders, and long-cycle pursuits, ensuring compliant engagement. Navigate FAR/DFARS-influenced buying models and mission-driven customer requirements. Client, Partner & Deal Leadership Build trusted relationships with client executives, program leaders, and engineering stakeholders. Collaborate with hyperscalers, ISVs, and A&D ecosystem partners to shape differentiated solutions. Provide hands-on leadership in deal qualification, pricing strategy, negotiations, and closures. Pipeline & Execution Discipline Maintain a high-quality, forecastable pipeline aligned to DXC’s PSAD and CES growth priorities. Lead opportunity governance, executive reviews, and win strategy to improve PWIN and deal quality. Ensure strong handoff from sales to delivery for successful execution and account expansion. Basic Qualifications: Bachelor’s degree in business, engineering, technology, or a related field (or equivalent experience). 10+ years of enterprise sales experience, with significant focus on Aerospace & Defense. Proven success growing A&D accounts and closing complex, multi-year IT and engineering services deals. Experience selling digital engineering, IT services, cloud, data, cybersecurity, or mission-critical solutions. Strong understanding of A&D industry dynamics, buying centers, and long-cycle sales motions. Other Qualifications: Experience selling into or supporting U.S. Federal or defense-adjacent clients. Familiarity with ITAR-regulated environments, export controls, and secure delivery models. Exposure to security clearance requirements, cleared programs, or classified environments. Knowledge of FAR/DFARS, contract vehicles, or capture-based sales. Advanced degree (MBA or MS) or relevant sales methodology training a plus. What Success Looks Like: Sustained growth in Aerospace & Defense pipeline, bookings, and revenue. Expansion of strategic A&D accounts and creation of new flagship CES clients. Improved win rates on complex, regulated pursuits. Strong alignment across sales, consulting, engineering, partners, and delivery. 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