Sales Manager (US Public Sector / A&D)

Requirements 10 or more years of enterprise sales experience with a strong focus on Aerospace and Defense

• Proven track record growing Aerospace and Defense accounts and closing complex multi-year services and transformation deals
• Experience selling digital engineering, cloud, data, cybersecurity, or other mission-critical technology solutions
• Strong understanding of how Aerospace and Defense organizations buy, including program structures, buying centers, capture processes, and long-cycle sales motions
• Experience working with U.S. Federal, Department of Defense, or defense-related clients
• Familiarity with regulated environments, including ITAR, export controls, and secure delivery requirements
• Experience supporting programs that require security clearances
• Familiarity with FAR, DFARS, IDIQs, GWACs, and capture methodology
• Bachelor’s degree in business, engineering, technology, or equivalent experience
• Additional qualifications that are valued
• MBA, MS, or formal pursuit training such as Shipley, TAS, or Miller Heiman
• Experience working with defense primes, aerospace OEMs, or federal system integrators
• Experience leading large capture pursuits and complex proposal efforts
• Experience partnering with hyperscalers or enterprise software providers on joint pursuits
• Active DoD Secret Clearance or eligible to be required

What the job involves You have spent years selling Aerospace and Defense, and you want to own the market, not inherit a small slice of someone else’s territory

• You want to walk into a defense prime, aerospace OEM, or supplier and be the person who opens the door, shapes the opportunity, builds the strategy, and closes the deal
• You understand how this industry buys. You know the difference between program leadership and procurement. You are comfortable with long sales cycles, complex compliance environments, and pursuits that take months and require strategy, technical understanding, and executive relationship management
• You will own Aerospace and Defense growth. That includes pipeline, bookings, and revenue. You will build the strategy and execute it, expanding DXC’s presence across aerospace OEMs, defense primes, Tier 1 and Tier 2 suppliers, and the broader ecosystem that supports them
• You will lead large, complex initiatives across digital engineering, application modernization, data and AI, cloud transformation, and enterprise platforms. You will be involved from qualification through the win strategy, proposal, negotiation, and close
• After the deal closes, you will stay engaged to ensure a smooth transition to delivery and continued account growth
• On the Federal and Public Sector side, you will apply your experience working in regulated environments. If you have worked on IDIQs, task orders, or long-cycle pursuits, you will understand how to navigate this environment and position DXC for success
• You will build executive relationships with clients and partners. Not surface-level relationships, but trusted relationships where clients involve you early in their planning and transformation initiatives. You will also work closely with hyperscalers, software partners, and Aerospace and Defense ecosystem partners to build differentiated solutions
• You will maintain strong pipeline discipline, accurate forecasting, and clear win strategies aligned to DXC growth priorities
• This is not a point solution sales role. This role focuses on enterprise transformation programs and multi-year-old services engagements
• You will sell large-scale digital transformation programs, including consulting, enterprise platforms such as SAP, Oracle, Salesforce, ServiceNow, Workday, and Microsoft Dynamics, application modernization, digital engineering, cloud and platform transformation, cybersecurity, and Data and AI solutions, supported by DXC’s global consulting, engineering, and delivery organization

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