Customer Success Manager III Federal

NinjaOne•Tampa, FL

25d•Hybrid

About The Position

As a Federal Customer Success Manager at NinjaOne, you will play a pivotal role in driving long-term value and growth within federal government accounts - including civilian agencies, Department of Defense contractors, and Managed Service Providers (MSPs) serving .gov clients. You'll serve as the primary point of contact for these accounts, ensuring they fully realize the benefits of NinjaOne's IT management solutions while navigating the added complexity of federal compliance requirements, including FedRAMP authorization and CMMC 2.0. Your deep understanding of the unique challenges in the federal space - including government procurement processes, federal budget cycles, FedRAMP compliance, and the requirements of government contractors - will enable you to act as a strategic advisor. You'll drive platform adoption, identify expansion opportunities, and ensure federal accounts receive the dedicated, knowledgeable support their compliance obligations demand. This role requires a strong background in federal or public sector account management, customer success, and an ability to navigate complex compliance and procurement environments. You will also serve as an internal subject matter expert, supporting the broader Customer Success team with FedRAMP-related questions and partner calls. Location: Hybrid in-office (Tampa, FL or Austin, TX) – 4 days per week (Mon, Tues, Thurs, & Fri)

Requirements

Proven track record of managing IT accounts or selling IT solutions to federal agencies, DoD contractors, or MSPs serving .gov clients, with a strong understanding of government procurement processes, federal budget cycles, and compliance requirements.
Successfully expanded accounts in federal or government contractor markets, identified upsell/cross-sell opportunities, and helped organizations modernize their IT operations.
Excel at understanding federal IT needs and aligning technology solutions to drive efficiency, security, and compliance - including navigating FedRAMP authorization and CMMC 2.0 requirements.
Engage effectively with federal IT leaders, government procurement officials, and contractor executives, translating complex compliance and IT challenges into business value discussions.
Proactively address procurement challenges, compliance concerns, and modernization roadblocks, helping federal agencies and contractors stay on track with their IT and compliance goals.
Proficiency in Salesforce & CRM Best Practices.

Nice To Haves

Familiarity with federal IT frameworks, cybersecurity mandates (FedRAMP, CMMC 2.0, NIST 800-171), and government contracting identifiers (CAGE Code, SAM.gov UIN, ATO processes) is a strong plus.
Bachelor's Degree (Preferred): Or equivalent experience in IT, Public Administration, Business, or a related field.

Responsibilities

Manage a dedicated portfolio of MSP and internal IT accounts serving .gov agencies and government contractors, identifying opportunities to expand partnerships and support their evolving compliance and IT needs.
Act as a trusted advisor to federal IT leaders and government contractors, helping them navigate FedRAMP authorization, CMMC 2.0 requirements, federal budget cycles, and procurement processes.
Identify opportunities to expand NinjaOne's presence within federal accounts by aligning our RMM, endpoint management, cybersecurity, and automation solutions with their strategic IT and compliance initiatives.
Understand the specific challenges of federal IT environments, including FedRAMP compliance, legacy system modernization, and cybersecurity mandates, to position NinjaOne as the ideal solution.
Build strong, long-term partnerships with federal IT teams and procurement officials, ensuring they stay engaged and informed on best practices, new features, and compliance updates.
Work closely with NinjaOne's legal, finance, and channel teams to navigate federal procurement processes, reseller and distributor agreements, and government buying vehicles.
Utilize Salesforce to track opportunities, forecast revenue, and manage customer engagement, ensuring alignment with federal budget cycles and government procurement timelines.
Stay up to date on federal IT trends, government compliance mandates, and FedRAMP/CMMC developments to position NinjaOne as a strategic technology partner in the federal market.