Industry Sales Leader - Public Sector, Aerospace & Defense

DXC Technology•Ashburn, VA

About The Position

The Director, Industry Sales, Aerospace & Defense and 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). Public Sector and U.S. Federal experience is a strong advantage, particularly in defense-adjacent and regulated environments. This role requires a proven A&D growth leader with experience selling digital engineering, IT services, cloud, data, cybersecurity, and mission-critical solutions into aerospace OEMs, defense primes, and complex supplier ecosystems. 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. Location : Washington DC/ Virginia Job Description 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 modernization, cloud, data, AI, cybersecurity, and infrastructure services. Public Sector & Federal Engagement (Plus) 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 A&D 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.

Requirements

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.

Nice To Haves

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.

Responsibilities

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 modernization, cloud, data, AI, cybersecurity, and infrastructure services.
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.
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.
Maintain a high-quality, forecastable pipeline aligned to DXC’s A&D 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.