Enterprise Account Partner, SLED

About the role

As an Enterprise SLED Account Partner at NinjaOne, you will play a pivotal role in driving long-term value and growth within large, complex state and federal agency accounts. You’ll serve as the primary point of contact for senior public sector stakeholders, ensuring enterprise-level government clients fully realize the benefits of NinjaOne’s IT management solutions while helping them modernize critical infrastructure, strengthen cybersecurity posture, and improve operational efficiency at scale. Your deep understanding of the unique challenges facing large government agencies—including multi-year budget cycles, grant funding, complex procurement frameworks, and stringent compliance mandates—will enable you to act as a high-level strategic advisor. You’ll translate NinjaOne’s capabilities into outcomes that matter in the public sector: risk reduction, audit readiness, cost avoidance, and improved citizen and student service delivery. You’ll drive product adoption, deepen executive relationships, and maximize the long-term value of NinjaOne’s footprint across your accounts.

Responsibilities

• Own a portfolio of large state and federal agency accounts with diverse stakeholders and procurement structures.
• Drive deep product adoption across departments and campuses, identify strategic expansion opportunities, and ensure agencies fully realize the value of their NinjaOne investment throughout the contract lifecycle.
• Serve as a trusted advisor to senior government IT leaders—IT Directors, CIOs, CISOs, and department heads—helping them navigate complex budget constraints, multi-year procurement cycles, and evolving regulatory compliance requirements.
• Translate NinjaOne’s technical capabilities into outcomes they care about:
  • Risk reduction – ransomware defense, endpoint visibility, and patching gap remediation
  • Operational efficiency – empowering lean IT teams to manage more with less
  • Audit readiness and compliance – CJIS, HIPAA, FERPA, NIST, and FedRAMP alignment
• Proactively identify gaps in endpoint visibility, patch compliance, and tool sprawl across departments before they become problems. Drive standardization and consolidation across agencies and campuses, and anticipate adoption challenges tied to staffing shortages, legacy infrastructure, and organizational change.
• Drive cross-sell and up-sell opportunities—department-wide rollouts, agency consolidation, and replacement of legacy tools—by aligning NinjaOne’s RMM, endpoint management, cybersecurity, and automation solutions to enterprise-scale IT modernization initiatives. Position growth in terms public sector leaders respond to: cost savings, vendor consolidation, and reduced operational burden.
• Lead structured Executive Business Reviews with senior agency stakeholders, focused on security posture improvements, cost avoidance, and progress against IT modernization roadmaps. Frame reporting around public accountability metrics—availability of digital services, responsible spending, and compliance posture—not just standard SaaS KPIs.
• Build and maintain strong, multi-threaded relationships across agency IT teams, procurement offices, and senior leadership. Keep stakeholders engaged and informed on best practices, new capabilities, and funding strategies relevant to their missions.
• Lead complex government procurement and contracts processes including large-scale RFPs, multi-agency cooperative purchasing agreements, and federal and state contracting vehicles. Work closely with NinjaOne’s legal and finance teams to navigate grant funding sources (ARPA, E-Rate, CARES, state grants) and public sector buying vehicles.
• Act as the internal voice of SLED customers, advocating for compliance requirements, procurement constraints, and security priorities across NinjaOne. Coordinate across: Sales – contract vehicle support and renewal strategy, Support – escalation management for mission-critical agency services, Product – surface and champion public sector feature gaps, Services – connect agencies needing recurring technical assistance.
• Utilize Salesforce to manage enterprise pipeline, forecast revenue accurately, and track multi-stakeholder engagement across long, complex sales cycles aligned to government budget and appropriations timelines.
• Stay current on federal and state government IT priorities, agency-specific technology initiatives, cybersecurity mandates, and emerging compliance requirements. Proactively position NinjaOne as a strategic, long-term enterprise technology partner.

Requirements

You have a proven track record managing and growing large, complex state or federal government accounts, with deep knowledge of enterprise procurement processes, multi-year budget cycles, grant funding mechanisms, and regulatory compliance. You have successfully expanded high-value SLED accounts, identified and executed upsell/cross-sell opportunities at scale, and helped large agencies modernize and optimize their IT operations. You excel at engaging senior government stakeholders—CIOs, CISOs, IT Directors—and aligning enterprise technology solutions to large-scale efficiency, security, compliance, and mission delivery goals. You can navigate complex, multi-stakeholder environments—from agency CIOs to procurement officers—translating sophisticated IT capabilities into business value conversations that resonate in the public sector. You are a strategic problem-solver who proactively identifies and addresses funding challenges, security mandates, legacy infrastructure constraints, and organizational adoption barriers, keeping large agencies on track with their long-term IT transformation goals. You have strong familiarity with federal and state IT frameworks, cybersecurity mandates (NIST, CJIS, FERPA, HIPAA, FedRAMP, FISMA), and large-scale funding sources (ARPA, E-Rate, CARES, federal appropriations, state grants).

Qualifications

• Bachelor’s Degree (Preferred): Or equivalent experience in IT, Public Administration, Business, or a related field.
• Proficiency in Salesforce & Enterprise CRM Best Practices.

Skills

• Enterprise Public Sector Experience
• Proven Account Growth Track Record
• Executive-Level Consultative Approach
• Exceptional Communication & Relationship Management
• Strategic Problem-Solver
• Deep IT & Compliance Knowledge

Benefits

What We Offer:

• Full-time work with a hybrid remote option
• Comprehensive benefits package including medical, dental, and vision insurance
• 401(k) plan to help prepare for your financial future
• Unlimited PTO to balance work and life
• Opportunities for growth and advancement

Pay

TBD

Schedule

TBD