Enterprise Account Partner, SLED

ABOUT THE ROLE

As an Enterprise SLED Account Manager at Ninja One, 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 Ninja One’s IT management solutions while helping them modernize critical infrastructure, strengthen cybersecurity posture, and improve operational efficiency at scale.

• Enterprise Account Growth & Retention:
  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 Ninja One investment throughout the contract lifecycle.
• Public Sector Advisory:
  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 Ninja One’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.
• Proactive Engagement & Adoption:
  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.
• Cross‑Sell & Up‑Sell Strategy:
  Identify and execute expansion opportunities—department‑wide rollouts, agency consolidation, and replacement of legacy tools—by aligning Ninja One’s RMM, endpoint management, cybersecurity, and automation solutions to enterprise‑scale IT modernization initiatives. Position growth in terms of public sector leaders’ priorities: cost savings, vendor consolidation, and reduced operational burden.
• Executive Engagement & Business Reviews:
  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.
• Relationship Management:
  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.
• Complex Government Procurement & Contracts:
  Lead Ninja One through sophisticated procurement processes including large‑scale RFPs, multi‑agency cooperative purchasing agreements, and federal and state contracting vehicles. Work closely with Ninja One’s legal and finance teams to navigate grant funding sources (ARPA, E‑Rate, CARES, state grants) and public sector buying vehicles.
• Cross‑Functional
  
  Collaboration:
  
  Act as the internal voice of SLED customers, advocating for compliance requirements, procurement constraints, and security priorities across Ninja One. 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
• Forecasting & Reporting:
  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.
• Market Intelligence:
  Stay current on federal and state government IT priorities, agency‑specific technology initiatives, cybersecurity mandates, and emerging compliance requirements. Proactively…