Client Executive
$210,550–$250,000 year
On-site · Vienna, Virginia, United States
Job Summary
Client Executive for US Federal: drive trusted-advisor relationships with federal civilian agencies, translate NetApp solutions into mission-focused value, and lead discovery, qualification (MEDDICC), and pursuit efforts to expand NetApp’s federal footprint. Responsibilities include understanding agency objectives, tailoring discovery/storytelling to agency challenges, identifying whitespace opportunities, managing pipeline and forecast, orchestrating integrated pursuit teams, and enabling a value-realization plan upon handoff to Customer Success. Key skills include hybrid cloud and data/AI architecture familiarity, public-sector sales experience, stakeholder management, ROI/TCO modeling, complex negotiations, and clear, persona-driven communication.
Required Qualifications
- Experience selling to US Federal agencies (federal civilian agencies)
- Strong understanding of government procurement processes and complex public sector sales cycles
- Ability to translate technical solutions into mission-focused value propositions
- Demonstrated ability to manage pipeline, forecast accuracy, and MEDDICC-aligned discovery/qualification
- Experience building ROI/TCO models and guiding executive buyers through financial decisions
- Excellent stakeholder management across multiple layers of government and contracting officials
- Proven ability to orchestrate integrated pursuit teams and drive cross-functional collaboration
- Strong communication skills tailored to buying personas and decision-makers
- Capacity to navigate multi-disciplinary programs and contract negotiations
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