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Channel Account Manager, Federal
NinjaOneUnited States; United States, United StatesRemotefull_timeVerifiedPosted 5 Feb 2026
About the role
About the Role 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. What You’ll be Doing
- 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.
- 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.
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