Sales Director, GOC

Solace Corporation • Ottawa, ON

6d • Onsite

About The Position

This is an Ottawa based position, ideal for a senior sales professional with deep experience navigating complex, consultative enterprise sales cycles — including selling into the Canadian Federal Government. In this role, you will be responsible for identifying and securing new enterprise opportunities, expanding relationships within existing customers, and positioning Solace as a critical enabler of both traditional event‑driven architecture (EDA) and next‑generation, AI‑driven initiatives. A significant focus of this role includes driving growth within Canadian federal departments and agencies, leveraging established relationships and a strong understanding of public‑sector procurement and decision‑making. As organizations — including government institutions — accelerate their adoption of artificial intelligence, real‑time data movement has become a foundational requirement. Solace plays a key role in helping enterprises and federal government organizations modernize their integration strategies to support AI workloads by ensuring data is delivered securely, efficiently, and in real time across distributed systems. You will work closely with technical stakeholders, procurement teams, and executive decision‑makers to demonstrate how Solace’s platform can serve as the backbone for modern, AI‑ready, and mission‑critical infrastructure — including highly regulated public‑sector environments.

Requirements

• Proven success selling technology solutions into the Canadian Federal Government, with a demonstrated track record of closing complex, high‑value deals.
• Established relationships across Canadian federal departments and agencies, with the ability to engage credibly at the executive, technical, and procurement levels.
• Strong consultative selling skills and the ability to align complex technical solutions to business and mission‑critical outcomes.
• Proven ability to build and maintain strong executive relationships.
• Demonstrated experience closing large, complex enterprise and public‑sector deals with multiple stakeholders.
• Track record of selling middleware products, platforms, solutions, and services.
• Exceptional interpersonal and communication skills, with the ability to connect effectively with both technical and non‑technical audiences.
• Ability to assemble, lead, and coordinate internal teams through complex negotiations and sales cycles.
• Bachelor’s degree or equivalent experience.
• 5+ years of experience managing enterprise IT client relationships, including public‑sector and/or regulated environments.
• Proven track record of consistent sales success within enterprise or public‑sector technology organizations.
• Familiarity with MEDDIC / MEDDPICC sales methodologies.
• Willingness to travel up to 30% of the time (approximately 2–3 days per week), including travel to government and enterprise customer sites.
• Ability to work in Canada without requiring sponsorship.

Responsibilities

• Be responsible for establishing, cultivating, and expanding Solace’s relationships with clients, including key stakeholders within the Canadian Federal Government.
• Identify and secure new business opportunities with both new clients and existing customers, leading the sales process end‑to‑end, from initial engagement through negotiation and close.
• Develop and execute territory and account plans that address short‑term results and long‑term strategic growth, including pipeline development, revenue attainment, profit margin, customer wallet share, and client satisfaction.
• Drive sales within complex public‑sector and enterprise environments, navigating multi‑stakeholder buying groups, long sales cycles, and formal procurement processes.
• Leverage established relationships within the Government of Canada (e.g., departmental executives, IT leadership, security leaders, and procurement stakeholders) to influence opportunities and advance deals.
• Act as a “hunter” and self‑starter who operates independently, while also being a strong team player capable of collaborating closely with pre‑sales engineers, partners, and internal stakeholders.
• Ultimately be accountable for winning new business, negotiating complex agreements, and building durable, long‑term client relationships at both the working and executive levels.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior