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Senior Client Executive – Canadian Federal Government
Job 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.
- 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.
- 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
Fujitsu at a Glance
Fujitsu is a leading information and communication technology (ICT) company, headquartered in Japan, offering a full range of technology products, solutions, and services. Approximately 132,000 Fujitsu people support customers in more than 100 countries. We use our experience and the power of ICT to shape the future of society with our customers.
We are a corporate culture that places great value on the pursuit of new possibilities previously unimagined and brings them to fruition. This has been the foundation of Fujitsu’s success since its inception. In an increasingly competitive world, in which the pace of change continues to accelerate, Fujitsu must strive for continuous innovation. Each and every employee will rise to the challenge of creating new value amid changes in the management environment, technology, society and the marketplace. With a spirit of challenge, we are committed to the continuous creation of new value. Fujitsu wants innovators like you!
At Fujitsu, one of our corporate principles is "We respect human rights." This principle underpins all our corporate and individual activities and guides the actions of every Fujitsu Group member. We embrace diversity and equal opportunity. Qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity or expression, sexual orientation, ethnic or national origin, citizenship, political belief, social condition, family, marital or civil status, genetics, disability, age, veteran status, or conviction of an offence that is unrelated to employment. By empowering people, we can unleash our collective strengths to create a better experience for our employees, our customers, and our partners.
