Sr Director PubSec, Channel

NinjaOne

1d • Remote

About The Position

The Channel Account Manager, Federal at NinjaOne drives sales and profitability through federal channel partners by identifying, engaging, and onboarding prospects while enabling their success through sales, training, and marketing initiatives. This strategic role is critical to expanding NinjaOne’s presence in the public sector, requiring expertise in Federal procurement and compliance to navigate complex sales cycles and foster strong partner relationships as we move into the large midmarket/enterprise space.
Location - We are flexible on remote working from home, if you are located in the USA and reside in one of the following states - MD, or VA.

Requirements

• 3-5 years’ experience working with FED Channel Partners, Value-Added Resellers (VARs), Distributors, or Managed Service Providers (MSPs).
• Experience working with public sector procurement processes, contracts, and compliance requirements.
• Strong business acumen and negotiation skills to craft solutions that benefit both NinjaOne and its public sector partners.
• Ability to proactively and independently identify and qualify opportunities; an entrepreneurial mindset is key.
• Polished verbal and written communication skills. Ability to ask the right questions, tell compelling stories, and empathize with FED customers’ unique challenges.
• Skilled in developing FED-specific Partner/Territory business plans, building a partner/territory strategy, and measuring success against key performance indicators.
• Proven experience influencing senior-level executives and procurement officials within the FED ecosystem.

Nice To Haves

• Experience with AWS partnerships is a plus.

Responsibilities

• Identify, qualify, and onboard prospective FED-focused partners.
• Develop and execute a FED-specific channel strategy that aligns with NinjaOne's business objectives.
• Help create and operationalize a FED channel sales motion alongside NinjaOne Account Executives to achieve business goals and quota.
• Articulate the value of NinjaOne’s Partner Program and demonstrate the product to key FED stakeholders.
• Own a regional plan and forecast for your territory.
• Collaborate closely with internal stakeholders, including public sector sales teams, to achieve objectives.
• Stay informed on FED procurement processes, regulations, and compliance requirements to assist partners in navigating sales cycles effectively.
• Other duties as needed.

Benefits

• We are a collaborative, kind, and curious community.
• We honor your flexibility needs with full-time work that is hybrid remote.
• We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
• We help you prepare for your financial future with our 401(k) plan.
• We prioritize your work-life balance with our unlimited PTO.
• We reward your work with opportunities for growth and advancement.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed