About HCL:
We are HCLTech, one of the fastest-growing large tech companies in the world and home to 221,000+ Ideapreneurs working in 60 countries across a network of global R&D, innovation labs, and delivery centers supercharging progress through industry-leading capabilities centered around Digital, Engineering and Cloud.
The driving force behind that work, our people, are diverse, creative, and passionate, raising the bar for excellence on a regular basis. We, in turn, work hard to bring out the best in them as we strive to help them find their spark and become the best version of themselves that they can be.
We have been present in Canada for over two decades. It has now grown to build a flourishing business that now boasts of a 10,000 strong workforce across 4 Canadian and 6 global delivery centers. Better still, we’ve had the opportunity to contribute to the growth and technological excellence of many Canadian companies and also to positively impact the IP portfolio, R&D legacy, IT landscape, and talent pool of Canada through close collaboration with government, universities, and local communities.
Our success has been led by the immense talent of highly motivated individuals who are drawn to solving challenges in an entrepreneurial environment. We are proud to have also received multiple accolades, such as the prestigious designation of Top Employer in 17 countries including Canada.
We are looking for like-minded people to join us in the next phase of our transformation journey and welcome you to grow with us.
Location: Montreal, Quebec (Hybrid/Client-facing)
Regional Sales Director – Aero and Defense
Role Summary
We are seeking a Key Account Manager to lead strategic growth for an Aerospace & Defense customer based in Quebec. This role owns account strategy, executive relationships, and revenue expansion, with a focus on long-cycle pursuits, program-aligned solutioning, and governance excellence. You will work closely with engineering, digital, cloud, cybersecurity, and managed services teams to shape transformation programs and secure multi-year wins in a highly regulated, quality-driven environment.
Key Outcomes (What Success Looks Like)
- Deliver annual bookings and revenue growth through a balanced mix of expansions, renewals, and strategically targeted new opportunities.
- Establish trusted advisor relationships with executive and program stakeholders across IT, engineering, and business functions.
- Create a repeatable cadence of governance, pipeline health reviews, and deal execution that improves win-rate and client satisfaction.
Core Responsibilities
- Own end-to-end account plan: stakeholder map, whitespace analysis, competitive strategy, growth plays, and quarterly execution roadmap.
- Drive opportunity shaping and capture: qualify demand, build compelling value propositions, and align solutions to program objectives and compliance constraints.
- Lead RFI/RFP responses: establish win strategy, coordinate solution, pricing, and delivery inputs; lead orals/defenses and negotiation cycles.
- Contracting & commercials: manage MSA/SOW lifecycle, renewals, change controls, and risk/quality terms; coordinate legal and finance approvals.
- Executive governance: run steering committees, escalation management, QBRs, and performance reporting; proactively protect delivery outcomes.
- Solution creation: collaborate with SMEs to build integrated solutions spanning engineering services, digital transformation, cloud migration, data/AI, and cybersecurity.
- Ecosystem & partner leverage: align with OEMs/ISVs and strategic partners to deliver differentiated offerings and joint pursuits.
- Account operations: ensure forecast accuracy, CRM discipline, and internal governance on pursuits and account health.
Aerospace & Defense Domain Expectations
- Understanding of regulated delivery environments with strong emphasis on quality, security, traceability, and compliance.
- Comfort engaging with engineering, manufacturing, and program leadership—linking technology and engineering services to business outcomes.
- Awareness of common A&D transformation themes: PLM/ALM modernization, digital engineering, data platforms, cloud adoption, cyber resilience, and IT/OT alignment.
Technical & Solutioning Expectations
- Ability to structure complex services engagements across engineering and IT towers, including managed services and transformation programs.
- Working knowledge of cloud, application modernization, data/analytics, and cybersecurity; ability to translate capabilities into outcomes.
- Exposure to engineering toolchains (PLM/ALM), digital thread/digital twin concepts, and secure engineering environments is a plus.
Experience & Qualifications
- 10–15 years of experience in strategic account management / enterprise sales in IT services or engineering services.
- Experience working in large IT services companies / global system integrators and managing complex, multi-stakeholder accounts.
- Demonstrated success in managing RFP-led pursuits, contract negotiations, and multi-year program expansions.
- Strong executive presence, negotiation skills, and ability to operate within procurement and compliance-driven environments.
- Bachelor’s degree required; MBA preferred. French language proficiency is a strong plus for Quebec-based stakeholders.
Personal Attributes
- Strategic, structured, and outcome-focused; strong ownership and accountability.
- Ability to work effectively with cross-functional teams in a matrix organization.
- High integrity and comfort operating in regulated, security-conscious environments.
Travel
Travel within Quebec and occasionally across Canada for governance, program reviews, and partner engagements (up to ~40–50%).
At HCL, we don’t just accept the differences—we support it and celebrate it. We are committed to cultivating and preserving a culture of inclusion and connectedness. We can grow and learn better together with a diverse team of employees. As an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone’s place
