VP Sales - Aerospace and Defense

SAP•Edgmont Township, PA

6d•$341,600 - $701,500•Hybrid

About The Position

The Vice President of Sales is responsible for leading strategic growth across Aerospace & Defense (A&D) accounts, with a primary focus on the U.S. Department of Defense (DoD), defense contractors, and the broader Defense Industrial Base (DIB). This role drives revenue attainment, defines go-to-market strategy, and builds executive-level relationships within highly regulated federal environments. The VP of Sales leads a team of Account Executives and aligns sales efforts with key industry priorities, including digital engineering, supply chain resilience, and AI-enabled transformation across the DIB.

Requirements

Bachelor’s degree required, preference for Aerospace Engineering, Systems Engineering, Supply Chain, Operations, or a related field.
Minimum of 10 years of experience in enterprise software or technology sales, including leadership roles with revenue accountability.
Proven experience selling into the U.S. Department of Defense, military branches, defense contractors, and/or across the Defense Industrial Base, with a strong understanding of federal procurement and contracting processes.
Experience with SAP solutions preferred, including familiarity with S/4HANA and cloud transformation programs such as RISE with SAP.
Experience with AI-driven platforms, data ecosystems, or systems of engagement (e.g., Palantir, advanced analytics, digital twins) highly desirable.
Strong understanding of Aerospace & Defense operations, including engineering, manufacturing, sustainment, and supply chain logistics within the Defense Industrial Base.
Familiarity with regulatory and compliance frameworks impacting the DIB, including FedRAMP, ITAR, and CMMC.
Demonstrated success leading complex, multi-year transformation initiatives involving enterprise applications, cloud, and data platforms.
Familiarity with consultative and solution-based sales methodologies in regulated environments.
Excellent executive communication and stakeholder management skills, with the ability to translate technical solutions into mission and operational outcomes.
Military or government service experience is a plus.

Nice To Haves

MBA or advanced technical degree preferred.
Experience with SAP solutions preferred, including familiarity with S/4HANA and cloud transformation programs such as RISE with SAP.
Experience with AI-driven platforms, data ecosystems, or systems of engagement (e.g., Palantir, advanced analytics, digital twins) highly desirable.
Military or government service experience is a plus.

Responsibilities

Define and execute a comprehensive Market Unit (MU) sales strategy focused on Aerospace & Defense, aligned to DoD modernization initiatives and the evolving needs of the Defense Industrial Base.
Achieve and exceed quarterly and annual revenue targets across enterprise software, cloud, and data-driven solutions.
Lead, develop, and scale a high-performing team of Account Executives focused on complex federal, DoD, and DIB opportunities.
Establish and maintain senior executive relationships with DoD stakeholders, defense primes, and key participants across the Defense Industrial Base.
Drive sales initiatives supporting engineering transformation, supply chain optimization, and AI-enabled decision-making, strengthening resilience and visibility across the DIB.
Implement disciplined pipeline management, forecasting accuracy, and opportunity qualification processes to improve conversion and predictability.
Lead full lifecycle sales efforts, including capture strategy, proposal development, negotiation, and contract execution within regulated environments.
Collaborate with cross-functional teams including Industry, Engineering, Supply Chain, Product Development, Marketing, and AI/Analytics to deliver integrated solutions across complex DIB ecosystems.
Serve as a thought leader on A&D digital transformation, including supply chain modernization, Model-Based Systems Engineering (MBSE), and data integration across the Defense Industrial Base.
Drive enablement of the broader sales organization on enterprise platforms, including SAP S/4HANA and RISE with SAP, in alignment with DoD acquisition frameworks and compliance requirements (e.g., FedRAMP, ITAR, CMMC).
Foster a performance-driven culture focused on accountability, professional development, and mission impact.