Senior Client Executive – Canadian Federal Government

7 days ago

Ottawa, Ontario, Canada Fujitsu Full time $120,000 - $180,000 per year
Description

Fujitsu Americas delivers the full range of digital technology solutions and services to clients in the Western Hemisphere including the US, Canada, Latin America and Caribbean. Fujitsu enables customers to meet their business objectives through integrated offerings and solutions, including AI, consulting, systems integration, managed services, outsourcing and cloud services for infrastructure, platforms and applications. Fujitsu provides industry-specific solutions and delivers digital transformation services to clients – including digital consulting and infrastructure and application services – to help them be more effective and competitive. Fujitsu North America, Inc. is a wholly-owned subsidiary of Fujitsu Limited.

Job Summary: 

We are seeking a high-performing and experienced Senior Client Executive to lead sales and business development efforts for IT services targeted at the Canadian Federal Government. This role requires a deep understanding of Federal procurement processes, established relationships within Federal government departments and agencies, and a successful track record of closing IT solutions including cloud, cybersecurity, managed services, and digital transformation initiatives.

Key Responsibilities:

  • Drive new business development and account growth within key Federal government departments, agencies, and crown corporations.
  • Develop and execute strategic account plans tailored to the Federal landscape to achieve or exceed sales targets.
  • Cultivate and maintain strong relationships with senior stakeholders, procurement officers, and IT decision-makers across the Federal government.
  • Lead pursuit strategies for Federal RFPs, RFIs, and standing offers such as TBIPS, SBIPS, and other procurement vehicles.
  • Maintain accurate pipeline and revenue forecasting using CRM tools (e.g., Salesforce).
  • Stay current on Federal digital initiatives, government mandates and funding priorities.
  • Collaborate with internal teams (technical, proposal, legal, and delivery) to design tailored IT service solutions and develop competitive, compliant bids.
  • Represent the company at Federal government events, industry days, and relevant public sector forums in Ottawa and beyond.

Required Qualifications:

  • 5+ years of successful B2B sales experience in IT services, with at least 5 years focused on the Canadian Federal Government.
  • Consistent record of achieving annual sales targets and quota 
  • Existing network of contacts within Federal departments such as Shared Services Canada, Treasury Board Secretariat, DND, CRA, or ESDC, etc.
  • Executive level relationships (ADM, DM, DG, Director level, etc.)
  • Demonstrated success managing complex, long-cycle sales processes with public sector clients.
  • Strong understanding of Federal procurement policies, contracting vehicles (e.g., TBIPS, SBIPS, ProServices), and proposal development processes.
  • Exceptional communication, negotiation, and presentation skills.
  • Strong organizational and strategic planning capabilities.
  • Proficiency in CRM tools and Microsoft Office Suite.
  • Bilingualism (English/French) is a significant asset.
  • Bachelor's degree in Business, IT, or a related field, or equivalent experience.

Why Join Us?

  • Competitive compensation
  • Comprehensive benefits package
  • Work with a dynamic team delivering transformative IT solutions to the Federal Government
  • Leadership support and opportunities for career advancement
  • Flexible, hybrid work options – Ottawa presence preferred

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