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Description
NinjaOne Manager, Channel Sales Job Description
Manager, Channel Sales
NinjaOne Austin, TX (Hybrid)
About the Role
NinjaOne is looking for a Manager, Channel Sales to lead and scale our Channel Account Manager team across North America. This is a player-coach role sitting at the intersection of partner strategy, team leadership, and day-to-day channel execution. You will report directly to the VP of Channel Sales and be responsible for driving revenue through the channel, developing your team, and building the operational foundation that allows NinjaOne's partner business to grow at scale. This role owns the full North America channel book, manages a team of Channel Account Managers and Channel SDRs, and works cross-functionally with Account Executives, Partner Marketing, and channel leadership to ensure NinjaOne is the preferred vendor in every partner conversation.
Location: Hybrid, Austin TX
What You'll Be Doing
• Lead, coach, and develop a team of Channel Account Managers and SDRs across North America - owning performance management, pipeline reviews, deal escalations, and career development.
• Own the North America channel revenue number - your team's quota rolls up to you, spanning new business and expansion (cross-sell and upsell) across a diverse portfolio of partners.
• Drive day-to-day channel operations: territory routing, deal-specific problem solving, AE-partner coordination, and partner escalations that currently land on the VP's desk.
• Partner closely with Account Executives to maximize channel-sourced pipeline - AEs at NinjaOne self-source pipeline through the channel, and this leader ensures that motion runs smoothly and at scale.
• Build and execute partner business plans with top-tier partners, setting clear KPIs, milestones, and accountability at the rep and partner level.
• Run structured pipeline reviews, forecasting cadences, and performance reporting - giving NinjaOne channel leadership accurate, reliable visibility into the business.
• Work with channel marketing on co-branded demand generation, MDF utilization, events, and campaigns that drive measurable partner-sourced pipeline.
• Drive partner enablement across the portfolio - ensuring partners understand NinjaOne's value prop, are certified where relevant, and have what they need to win deals.
• Identify and act on growth opportunities within the existing partner base, including new geo coverage, vertical expansion, and deeper partner activation.
• Represent the channel internally - bringing partner insights, competitive intelligence, and field feedback into NinjaOne's go-to-market strategy and product roadmap conversations.
• Other duties as needed.
About You
• 5+ years of channel sales experience, ideally at a vendor selling through a partner ecosystem - you know how to work with multiple partners, not just one.
• 2-4 years of people management experience leading a team in a channel or partner sales organization.
• Track record of hitting and exceeding revenue targets as both an individual contributor and a team leader.
• Deep understanding of how channel sales works end-to-end: deal registration, partner incentives, co-selling motions, MDF, and the AE-to-partner relationship.
• Operational instincts - you spot friction in a process, fix it, and build systems that scale. Your team should feel lighter after you arrive, not heavier.
• Strong cross-functional collaborator who can work seamlessly with AEs, SDRs, marketing, and channel leadership to move deals and programs forward.
• Ability to operate at pace - NinjaOne moves fast, and this role requires someone who thrives in a high-volume, high-accountability environment.
• Polished communicator who can represent NinjaOne to partners, coach reps, and brief executive leadership with equal clarity.
• Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology preferred.
• Salesforce and SalesLoft proficiency expected.
About Us
NinjaOne unifies IT to simplify work for more than 35,000 customers in 140+ countries. The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.
What You'll Love
• 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 opportunity for growth and advancement.
Additional Information
This position is NOT eligible for Visa sponsorship.
Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
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