Director Business Development Aerospace & Defense

ClifyX; Dallas (TX); On-site; USD 180,000 - 260,000; Full time

Job summary

Tata Consultancy Services (TCS) is seeking a Director of Business Development for Aerospace & Defense to lead revenue growth and partnerships within the US defense sector. This high-visibility role requires strategic sales excellence, deep A&D knowledge, and the ability to position TCS’s digital engineering and AI solutions to prime contractors.

You will work with A&D leadership to shape GTM strategies, engage Tier 1 primes, and drive end-to-end sales cycles from prospecting to close.

Qualifications

• AI/ML in Aerospace & Defense applications, and how it enables maintenance, optimization, and autonomous systems.
• 10+ years in enterprise sales, business development, or account management in A&D.
• Active executive-level relationships with DIB primes.
• Proven track record selling digital engineering, IT, or R&D services to defense customers.
• Deep understanding of DoD procurement cycles and federal contracting processes.
• History of meeting multi-million-dollar sales quotas and closing complex deals.
• Excellent presentation, negotiation, and written communication skills.

Responsibilities

• Spearhead AI and digital engineering sales to major DIB primes.
• Leverage relationships with Northrop Grumman, GD, Lockheed Martin to build pipelines.
• Originate, qualify, and close large IT and engineering services deals in US A&D.
• Translate defense challenges into winning TCS offerings with technical teams.
• Collaborate on GTM strategy and defense sector value propositions.
• Own end-to-end business development lifecycle from prospecting to closing.

Skills

AI in A&D

Enterprise sales

Executive relationships

Digital engineering sales

US defense landscape

Sales quotas

Communication

Job description

Director Business Development Aerospace & Defense

Job Description

Business Development Director, A&D

Tata Consultancy Services (TCS) is seeking a highly motivated and technically astute Business Development Director to join our expanding Aerospace & Defense (A&D) sales team. This is a high-visibility, high-impact role operating within a lean, agile unit. The successful candidate will be responsible for driving aggressive revenue growth, expanding our market footprint, and forging strategic partnerships within the US Defense sector.

This role requires a unique blend of deep technical understanding, formidable industry connections, and forward-looking technological fluency to target Tier 1 Defense Industrial Base (DIB) primes. A central mandate of this position is the ability to effectively communicate, position, and sell TCS’s advanced digital engineering capabilities and Artificial Intelligence (AI) solutions to these primes, helping them modernize and accelerate their engineering lifecycles and mission-critical operations. You will work closely with A&D leadership to shape go-to-market strategies and position TCS as the premier digital and engineering partner for the defense industry.

Key Responsibilities

• Digital Engineering & AI Sales: Spearhead the positioning and sale of TCS’s comprehensive digital engineering and AI portfolio directly to major DIB primes. This includes driving solutions around Model-Based Systems Engineering (MBSE), digital twins, collaborative autonomous systems, and AI-driven dynamic resource management.
• Strategic Account Penetration: Leverage pre-existing, deep-seated relationships with key decision-makers at Northrop Grumman, General Dynamics, and Lockheed Martin to build a robust sales pipeline.
• Drive Revenue Growth: Originate, qualify, and close large-scale IT, digital transformation, and engineering services contracts within the US Aerospace and Defense sector.
• Technical Solution Selling: Translate complex defense and aerospace engineering challenges into viable TCS service offerings. Work seamlessly with technical architects and delivery teams to craft winning proposals that modernize operations and innovate for the future.
• Market Strategy & Execution: Collaborate with the Sales Lead and internal A&D teams to refine our defense sector value proposition and execute targeted account strategies.
• Sales Cycle Management: Own the end-to-end business development lifecycle, from initial prospecting and relationship building to contract negotiation and closing.

Qualifications:

• AI in Aerospace & Defense (Must-Have): Strong working understanding of Artificial Intelligence and Machine Learning (AI/ML) applications strictly within the A&D sector. The candidate must clearly understand how AI is actively deployed across the DIB to enable predictive maintenance, supply chain optimization, autonomous systems, and accelerated engineering reviews.
• Industry Experience: Minimum of 10+ years of proven success in enterprise sales, business development, or account management strictly within the Aerospace and Defense sector.
• Key Relationships: Demonstrable and active executive-level relationships within DIB primes.
• Digital Engineering Acumen: Proven track record of selling complex digital engineering, IT, or advanced R&D services. Capable of holding peer-to-peer discussions with technical buyers, Chief Engineers, and IT leaders in the defense space regarding modern aerospace engineering lifecycles.
• Domain Expertise: Deep understanding of the US defense landscape, including DoD procurement cycles, federal contracting processes, and how emerging technologies address mission and resilience priorities.
• Sales Excellence: Documented track record of meeting and exceeding multi-million-dollar sales quotas and closing complex, long-cycle deals.
• Communication: Exceptional presentation, negotiation, and written communication skills.