Job Description

Service Line Specialist (specialized solution sales), IoT & Engineering – Aerospace and Defense

Location: US

We are seeking a consultative problem-solver to drive our Service Line Sales within our IoT & Engineering practice, which primarily focuses on Product Engineering, ER&D, IoT, and Manufacturing capabilities.

We are looking for a sales leader with expertise in engineering domains in the Aerospace and Defense industries across product definition and engineering, product lifecycle management, mechanical and system integration, electronic and electrical design and testing, structural design, embedded software engineering, verification and validation, manufacturing, etc. in senior roles, and experience in driving revenue growth in this space working with Fortune500 organizations. The role requires collaboration with global teams.

You should have some consulting experience, thought leadership, relationship management, sales quota attainment, collaboration skills, and excellence in achieving both annual revenue and profitability targets.

For the IoT and Engineering practice, you will oversee a portfolio of Aerospace & Defense accounts, focusing on revenue growth, identifying and converting new business opportunities, and establishing and maintaining relationships with client stakeholders. Additionally, you will manage financial and demand forecasts for your portfolio. This role entails P&L responsibility, including driving revenue and total contract value growth in IoT & Engineering.

About Cognizant’s IoT & Engineering Practice:

‘IoT and Engineering’ is one of the fastest-growing practices within Cognizant. IoT technologies fuse the physical and digital worlds, connecting enterprises, extracting intelligence, and propelling autonomy. This helps organizations drive revenue and improve sustainability and market leadership. The convergence of digital and physical is creating new market opportunities. But it’s also presenting new business challenges. Recently, with the acquisition of Belcan, Cognizant has solidified its position in this market further by the addition of marquee clients and 6,500 associates.

You will be responsible for:

· Developing a growth strategy and pipeline generation plan for offerings across the Aerospace and Defense (A&D) industry.

· Managing key client and Cognizant stakeholders for the assigned accounts.

· Consulting with the client partners to manage the account plan, investing time in strengthening existing client relationships and establishing new strategic clients.

· Working with alliance teams and alliance partners to help generate partner-led growth.

· Collaborating with delivery teams to build and validate the cost and scope of solutions.

· Identifying, justifying and recommending new capability and partnership needs to the practice based on market/customer demand

· Leading proactive proposals and RFPs in alignment with the account strategy.

· Partnering with internal leaders for solution creation and execution.

· Overseeing sales, business development, and customer relationship building.

· Achieving annual revenue and total contract value (booking) targets.

· Working in a matrixed organization, responsible for prospecting and other sales management goals.

· Collaborating with industry vertical teams to develop strong, long-term relationships with executives.

· Managing the end-to-end sales process.

Basic Qualifications:

· Bachelor’s degree in Engineering or equivalent

· 15+ years of proven experience in business growth and sales roles within the Aerospace & Defense industry. Experience in both Commercial and Defense sectors is mandatory from a Service Provider perspective, although experience in all sectors is preferred. Here is a list:

· Commercial Aerospace OEMs & Tier-1s

· Defense OEMs & Tier-1s

· USA DoD & other Defense Agencies

· Alaskan Native Corporations – 8A Companies

· Third party ITAR and CMMC assessment agencies

· Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to

· ITAR Compliance

· NIST 800-171 & NIST 800-53

· CMMC 2.0 Level 2 Security Controls related aspects

· Microsoft’s GCC – Government Community Cloud

· AWS GovCLoud

· FedRAMP experience

· Excellent ability and aptitude to influence and communicate effectively with business stakeholders up to the C-Suite

· Experience working with an ecosystem of partners (hyperscalers, boutique technology companies, etc.)

· Strong technical skills with the ability to find technical solutions to business problems and engage the potential customer with “consultative selling” is essential

· Ability to interface at all levels of an organization

· Strong technical skills with the ability to find technical solutions to business problems and engage the potential customer with “consultative selling” is essential

· Excellent oral and written communication skills and executive presentation and persuasion skills are required

· Knowledge of the industry trends, customer pain points, and potential opportunities in various IoT and engineering areas are highly desirable

Diversity

Our strength lies in our collaborative spirit. Our diverse backgrounds bring unique perspectives and innovative ideas, fostering lively discussions, inspiring thought leadership, and enabling us to create better solutions for our clients. We seek someone who thrives in this environment and is motivated to develop meaningful solutions through genuine collaboration. If you embrace ambiguity, are excited by change, and excel when given autonomy, we’d love to hear from you.

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