Client Executive

NetApp, Inc.•Durham, NC

23h

About The Position

The market is shifting fast, with AI accelerating and data exploding, leading customers to urgently rethink how they modernize, secure, and unlock value from their environments. NetApp is positioned to address this moment with a differentiated platform, deep enterprise credibility, and a clear strategy. Joining NetApp means operating in a high achievement environment where individuals are empowered, guided by principles of innovation, driving results, and excelling as a team. As a Client Executive for the US Federal organization, specifically supporting Governance and Commerce (US Courts, Commerce, NOAA, NIST, Census & Capitol Hill), this role is pivotal as a trusted advisor. The Client Executive supports customers with their transformations, driving outcomes, expanding relationships, and growing NetApp's business through its integrated cloud, data, storage, security, and AI platform. The ideal candidate understands hybrid cloud architectures, data and AI pipelines, consumption economics, and can translate technology decisions into mission-focused outcomes. They are results-driven, resilient, and committed to team success, thriving in identifying new opportunities and turning challenges into high-value solutions. Success in managing complex public sector sales cycles, influencing diverse stakeholders, navigating procurement processes, and managing multi-layer stakeholders is essential. The role requires the ability to leverage a network of key decision-makers and influencers within the federal government, building trust with agency leaders, procurement officials, and program executives. Confidence in building ROI/TCO models, structuring deal economics, and guiding executives through financial decisions is crucial. Strong knowledge of government procurement processes and complex negotiations is expected. Communication must be crisp, timely, and tailored to the buying persona, enabling customers to trust the ability to translate complexity into clear next steps. The Client Executive believes in orchestration, clarity, and empowerment, leveraging partners, specialists, and internal resources as multipliers, and is committed to a culture of belonging where diverse perspectives fuel stronger outcomes. This role is for a builder, a hunter, a strategic closer, who thrives in a culture of high expectations and non-negotiable impact.

Requirements

Understand hybrid cloud architectures, data and AI pipelines, consumption economics, and how to translate technology decisions into mission-focused outcomes.
Results-driven, resilient, and committed to winning — not just personally, but as part of a team that elevates one another.
Thrive in whitespace, find new workloads and buyers where others see dead ends, and turn customer challenges into high-value opportunities.
Demonstrated success managing complex public sector sales cycles influencing diverse stakeholder groups and driving sales process, navigating complex procurement processes, and managing multi-layer stakeholders.
Ability to leverage network of key decision makers and influencers within the federal government. Building trust with agency leaders, procurement officials, and program executives.
Confident building ROI/TCO models, structuring deal economics, and guiding executives through financial decisions with clarity and credibility.
Strong knowledge of government procurement processes and manage complex negotiations.
Communication is crisp, timely, and tailored to the buying persona. Customers trust your ability to translate complexity into clear next steps and to guide them confidently toward the right outcome.
Believe in orchestration, clarity, and empowerment. Leverage partners, specialists, and internal resources as multipliers.
Committed to a culture of belonging where diverse perspectives fuel stronger outcomes.
A builder, a hunter, a strategic closer, and someone who thrives in a culture where expectations are high and impact is non-negotiable.

Responsibilities

Deeply understand government environments’ mission-critical objectives, challenges, risks, and transformation priorities including policy drivers, compliance considerations, and the realities of operating within state and federal systems.
Translate NetApp solutions into clear public value proposition, tailoring discovery, storytelling and solutions to agency-specific challenges.
Demonstrate strong hunting mentality — identifying whitespace opportunities, new workloads, emerging buyer personas, and expansion paths across your territory.
Maintain disciplined sales excellence, including pipeline management and forecast accuracy, using MEDDICC aligned discovery and qualification.
Lead the orchestration of integrated pursuit team so the customer experiences one, integrated team. Drive post sales handoff to Customer Success with a clear value realization plan tied to the original business case.