Head of Sovereign, Google Cloud – Google – Ottawa, ON

This is a senior individual contributor role at Google Cloud in Ottawa, ON, carrying a quota across public sector accounts and leading the full sales cycle from prospecting through multi-year contract close. The base salary range is $182,000–$186,000 CAD per year, plus a 150% bonus target, equity, and benefits.

Day to day, you’ll build and manage a public sector sales pipeline, engage federal government and defence and security clients with consultative selling, and coordinate internal and external teams to drive cloud consumption and revenue commitments.

About the Role: Head of Sovereign, Google Cloud

As a Key Account Executive (KAE) for the Public Sector, you’ll serve as a partner to public entities across Ottawa, managing account growth strategies through consultative value selling. Your focus is on understanding customers’ critical issues and aligning them with Google Cloud’s portfolio of solutions.

You’ll lead the end-to-end sales process, from initiating customer conversations to orchestrating internal specialists in Customer Developing, Partner, and Post-Sales functions. You’ll also advocate for Google Cloud’s innovative products and solutions to help organizations become more productive, collaborative, and mobile.

A significant part of the role involves negotiating multi-year contracts and building persuasive business cases that demonstrate clear return on investment. You’ll manage pipeline health, maintain accurate forecasting, and formulate comprehensive deployment plans for each account.

Benefits and Salary

The posted base salary range is $182,000–$186,000 CAD per year, with individual pay determined by job-related skills, experience, and relevant education or training. On top of base pay, this position carries a 150% bonus target plus equity.

Google also offers a benefits package. For details on what is included, you can explore the benefits information through the application link below.

Responsibilities

The role covers the complete sales cycle for Google Cloud’s public sector accounts in Ottawa, from pipeline development through contract execution. You’ll work across internal teams and external partners while maintaining accurate revenue forecasting and driving consumption growth.

• Develop and implement sales strategies to drive revenue growth, drawing on market analysis, emerging technology trends, and Google Cloud solution expertise to demonstrate transformative value to customers
• Manage and track the sales pipeline from lead to close, maintaining pipeline health and producing accurate forecasting for clear visibility into expected outcomes
• Negotiate multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans
• Mobilize internal experts (Customer Developing, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a consistent customer experience
• Build trusted consultative relationships with a wide range of internal teams and customer stakeholders across federal government, defence, and security entities
• Advocate for Google Cloud products and solutions to help public sector organizations become more productive, collaborative, and mobile
• Lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption

Requirements / Skills

This position requires at least 10 years of quota-carrying cloud or software sales experience and direct experience with the Canadian public sector market, including federal government, defence, and security entities. A Personnel Security Clearance (held or eligibility to obtain) is a condition of employment.

Several additional qualifications are listed as preferred, including bilingualism and cross-functional leadership experience. A bachelor’s degree or equivalent practical experience is the minimum education requirement.

• Bachelor’s degree or equivalent practical experience (required)
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company (required)
• Public sector market experience working with federal government, defence, and security entities across Canada (required)
• Full sales cycle management, including pipeline management, forecasting, reporting, and commercial negotiations and agreements (required)
• Personnel Security Clearance: must hold or be eligible to obtain a valid clearance as a condition of employment (required)
• Consultative selling to the public sector, including qualifying leads, presenting value propositions, and building multi-year account strategies (preferred)
• Experience expanding accounts, securing customers, accelerating revenue, and leading cross-functional teams and partners to co-sell (preferred)
• Experience with agreement structuring and negotiating sophisticated commercial agreements supporting multi-year engagements (preferred)
• Experience leading cross-functional teams and partners in project implementation and negotiation (preferred)
• Ability to communicate in English and French fluently for regional support (preferred)

How to Apply

To apply, use the official Google Careers link below. Have your resume ready and ensure it reflects your public sector sales experience and any security clearance details before submitting.

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