Account Executive: Public Sector

Our company was built on the dream of a pioneering entrepreneur, and that spirit continues to empower our work with businesses across Canada today. The Rogers Business team helps organizations of all sizes adapt, scale, and win with network services and other innovative technology solutions that are reliable, secure, and scalable. These solutions are built to allow businesses to operate more efficiently, reduce costs and improve productivity and collaboration. We are looking for team members who have a passion for delivering industry-leading value to customers and businesses in the communities where we live and work, so come build a rewarding career at Rogers and be a driving force behind our success story!

Role Overview

Rogers is seeking an account executive to lead the Broader Public business development. This is a critical role to establish strategic direction in Broader Public Sector. In addition to traditional account executive accountabilities, the individual in this role will be responsible to:

• Achieve acquisition and base revenue for the Broader Public Sector territory – targets will be established on an annual basis and will be shared by the resources assigned to the Broader Public Sector
• Influence and respond to all appropriate RFIs and RFPs related to the procurement of goods and services relative to Rogers’ product portfolio
• Develop new opportunities through active business development activities within all levels of Government (as appropriate) related to all Rogers product lines
• Active executive level call activity to establish relationships and influence future opportunities for Rogers
• Lead with daily and active collaboration with additional resource(s) dedicated to the Territory

What You Will Do

• Proactively identify and develop opportunities within public sector accounts – before formal procurement begins
• Bring insights, trends and hypotheses that help customers think differently about their challenges and priorities
• Influence how problems are defined and how success is measured – shaping opportunities early, not reacting late
• Build trusted relationships across IT, Finance, Operations, Procurement and Executive leadership
• Understand unique pressures of public sector organizations including
  • Budget constraints
  • Policy and compliance requirements
  • Citizen and service delivery expectations
• Position Rogers as a partner that helps modernize infrastructure, improve service delivery and reduce risk
• Conduct structured discovery conversations to uncover priorities, KPI’s and areas of value loss
• Navigate “guarded” environments by asking thoughtful, hypothesis-driven questions
• Translate customer challenges into clear, outcome-based value propositions aligned to
  • Operational efficiency
  • Risk and compliance
  • Citizen experience
  • Workforce productivity
• Manage opportunities across multi-stakeholder environments with competing priorities
• Understand and work effectively within public sector procurement processes (RFPs, RFQs, funding approvals)
• Align stakeholders early to reduce friction during formal procurement stages
• Maintain deal momentum despite long, complex sales cycles
• Develop account plans grounded in
  • Account intelligence
  • Stakeholder mapping
  • Value creation opportunities
• Identify and engage priority stakeholders – those who influence directions and funding
• Execute targeted outreach strategies that earn access through relevance, not generic messaging
• Protect and grow accounts by anticipating competitive threats and procurement dynamics
• Maintain accurate and current CRM data – including opportunities, stakeholders, next steps, risks
• Use CRM as a strategic tool for pipeline management and forecasting, not just administration
• Participate actively in pipeline reviews, account review and deal strategy sessions
• Collaborate cross-functionally with technical teams, product specialists, partner and leadership
• Follow a consistent operating rhythm including pre-call planning, deal reviews and debriefs
• Stay informed on public sector trends, funding priorities and regulatory changes
• Continuously improve your ability to lead discovery, build value and drive decisions
• Leverage tools including AI and account intelligence platforms to enhance preparation and insight
• Learn from wins and losses to improve future performance

What You Will Bring

• 5‑10+ years of experience in complex B2B sales, ideally with exposure to public sector (government, healthcare, education)
• Proven ability to create and advance opportunities in complex environments, not just respond to RFP’s
• Experience managing long, multi-stakeholder sales cycles
• Understanding of public sector procurement processes, funding cycles, and governance structures
• Ability to navigate fairness, transparency, and compliance requirements while still influencing outcomes
• Experience aligning solutions to public sector priorities such as service delivery, efficiency and risk reduction
• Strong discovery and listening skills – you uncover what matters, even when it’s not explicitly stated
• Ability to build value propositions tied to measurable outcomes, not product features
• Proven skill in engaging and influencing senior stakeholders
• Experience developing and executing account strategies that drive growth and retention
• Proficiency with CRM platforms for pipeline management and forecasting
• Experience using sales and account intelligence tools (LinkedIn Sales Navigator)
• Strong organizational skills – ability to manage multiple complex opportunities simultaneously
• Comfort using virtual collaboration tools
• Strong written and verbal communication skills including formal proposals and executive presentations
• Ability to simplify complex solutions and connect them to the business and operational outcomes
• Proven ability to collaborate across teams and influence without authority
• Active contributor in team environments bringing insight, not just updates
• A consultative, insight‑led approach to selling, leading with value, not price
• Curiosity and learning agility – continuously seek to understand and improve
• Patience and persistence – a comfort with long sales cycles and ambiguity
• Ownership and accountability – taking responsibility for outcomes
• High standards – treating sales as a discipline and not a transactional role

To protect our people, brand and assets, a pre‑employment background check will be conducted. As part of our selection process, all candidates must clear a criminal background check. Additionally, a credit check and driver’s abstract may be required depending on the role.

At Rogers, we believe the key to a strong business, is a diverse workforce where equity and inclusion are core to making everyone feel like they belong. We do this by embracing our diversity, celebrating our different perspectives, and working towards creating environments that empower our people to bring their whole selves to work. Everyone who applies for a job will be considered. We recognize the business value in creating a workplace where each team member has the tools to reach their full potential by removing any barriers for equal participation. We work with our candidates who are experiencing a disability throughout the recruitment process to ensure that they have what they need to be at their best. Please reach out to our recruiters and hiring managers to begin a conversation about how we can ensure that you deliver your best work. You matter to us! For any questions, please visit the Recruitment Process FAQ.

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