Federal Government Client Executive (Ottawa)

Job Summary

The Federal Government Client Executive is responsible for driving strategic growth within an assigned Government of Canada territory by expanding existing relationships and acquiring net-new business. This role positions NetApp’s Intelligent Data Infrastructure portfolio—including hybrid cloud, data management, storage, and consumption-based solutions—to address evolving government priorities, including modernization, digital services, and data-driven outcomes.

As a trusted advisor, the Client Executive leads high-impact conversations with government stakeholders, aligning NetApp’s capabilities with mission-critical objectives, funding models, and procurement frameworks. Success in this role requires strong relationship networks within the federal ecosystem, the ability to navigate complex procurement environments, and the ability to execute partner-led go-to-market strategies.

The Client Executive will collaborate closely with channel partners, system integrators, and hyperscaler’s to co-sell and deliver value-driven solutions, while consistently representing NetApp’s brand, vision, and leadership in data and cloud innovation.

*Location: Ottawa*

Primary Responsibilities

Strategic Account Leadership

• Develop and execute multi-year account strategies aligned to departmental priorities, funding cycles, and digital transformation initiatives


• Act as a trusted advisor, leading strategic discussions on data, cloud, AI, and modernization outcomes


• Translate government business and mission requirements into compelling technology solutions and value-based proposals


• Identify and pursue net-new opportunities, workloads, and whitespace across departments and agencies

Customer Engagement & Relationship Development

• Build and leverage trusted relationships with senior government stakeholders, including program leaders, IT executives, and procurement officials


• Expand an existing network of decision-makers and influencers within the Government of Canada ecosystem


• Engage multiple buyer personas (CIO, CDO,  Architects, Data Leaders, Security and Application Owners) to drive consensus and deal progression

Go-To-Market & Partner Alignment

• Drive a partner-first go-to-market strategy, including sell-with / sell-through / sell-to motions


• Develop and execute joint account plans with channel partners, system integrators, and cloud providers


• Collaborate cross-functionally with NetApp technical, services, and customer success teams to deliver unified customer outcomes

Sales Execution & Business Management

• Build, manage, and maintain a strong pipeline of opportunities, ensuring forecast accuracy and disciplined sales execution (MEDDICC)


• Lead complex sales cycles from prospecting through closure, including proposal development and contract negotiation


• Coordinate internal resources (sales engineering, services, partners) to support deal progression and successful outcomes

Portfolio & Market Positioning

• Position NetApp’s full portfolio, including hybrid cloud, storage, data platforms, and consumption-based models


• Articulate NetApp’s value proposition in the context of government priorities such as security, scalability, cost optimization, and innovation


• Serve as a NetApp ambassador, consistently delivering messaging aligned to NetApp’s strategy and market leadership

Job Requirements

• 8+ years of experience selling enterprise technology solutions, preferably within the Canadian Federal Government


• Proven track record of successfully navigating complex public sector sales cycles and achieving or exceeding quota


• Strong understanding of:




• Government of Canada organizational structure


• Federal procurement vehicles and processes


• Hybrid cloud, data management, storage, and consumption-based solutions




• Demonstrated ability to build and leverage business,  technical and executive-level relationships within government organizations


• Experience working in a partner-led sales model, including collaboration with resellers and system integrators


• Strong communication, presentation, and negotiation skills (French is an asset)


• Proficiency in structured sales methodologies (e.g., MEDDICC) and CRM tools


• Bid writing and content experience is beneficial


• Ability to travel internationally as required


• Eligibility to obtain and maintain government security clearance

Interaction

This role operates with a high degree of independence and accountability, requiring the ability to influence senior stakeholders both internally and externally. The Client Executive will work cross-functionally with sales, engineering, services, and partner teams, acting as a key contributor to territory strategy and execution. The successful candidate will be recognized as a subject matter expert and a strategic leader within the sales organization.

Education

• Bachelor’s degree or equivalent experience


• Relevant industry certifications or continued education in cloud, data, or public sector procurement are considered assets