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About the Role

NinjaOne is seeking a Manager, Channel Sales to lead and scale the Channel Account Manager team across North America. This player-coach role combines partner strategy, team leadership, and channel execution, reporting to the VP of Channel Sales. The position is responsible for driving channel revenue, developing the team, and building the operational foundation for partner business growth. This role oversees the North America channel, manages Channel Account Managers and SDRs, and collaborates with internal teams to establish NinjaOne as a preferred vendor.

Responsibilities

Lead, coach, and develop Channel Account Managers and SDRs across North America, managing performance, pipeline reviews, deal escalations, and career development.
Own the North America channel revenue target, including new business and expansion across diverse partners.
Manage day-to-day channel operations such as territory routing, deal problem-solving, AE-partner coordination, and partner escalations.
Collaborate with Account Executives to maximize channel-sourced pipeline.
Develop and execute partner business plans with top-tier partners, defining KPIs, milestones, and accountability.
Conduct pipeline reviews, forecasting cadences, and performance reporting for channel leadership.
Work with channel marketing on demand generation, MDF utilization, events, and campaigns.
Drive partner enablement, ensuring understanding of value proposition, certifications, and deal support.
Identify and act on growth opportunities within the existing partner base.
Represent the channel internally, providing partner insights and competitive intelligence.
Perform other duties as needed.

Requirements

5+ years of channel sales experience, preferably at a vendor selling through a partner ecosystem.
2–4 years of people management experience in a channel or partner sales organization.
Proven track record of exceeding revenue targets as an individual contributor and team leader.
Deep understanding of channel sales processes including deal registration, partner incentives, co-selling, MDF, and AE-to-partner relationships.
Strong operational skills to identify and resolve process friction and build scalable systems.
Excellent cross-functional collaboration skills with AEs, SDRs, marketing, and channel leadership.
Ability to operate effectively in a fast-paced, high-volume, high-accountability environment.
Polished communication skills for partner interactions, team coaching, and executive briefings.
Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology is preferred.
Proficiency in Salesforce and SalesLoft is expected.
This position is NOT eligible for Visa sponsorship.

Skills

Channel Sales
Team Leadership
Partner Strategy
Channel Execution
Revenue Generation
Team Development
Operational Foundation Building
Performance Management
Pipeline Reviews
Deal Escalations
Career Development
Quota Management
New Business Development
Expansion Sales
Cross-selling
Upselling
Territory Routing
Problem Solving
Cross-functional Collaboration
Partner Business Planning
KPI Setting
Forecasting
Performance Reporting
Demand Generation
MDF Utilization
Event Management
Campaign Management
Partner Enablement
Value Proposition Communication
Certification Management
Growth Opportunity Identification
Competitive Intelligence
Go-to-Market Strategy Input
Product Roadmap Input
Salesforce
SalesLoft

Location

Austin, TX (Hybrid)

Work Type

Hybrid
Full-time

Experience Level

5+ years of channel sales experience
2-4 years of people management experience

Benefits

Medical insurance
Dental insurance
Vision insurance
401(k) plan
Life insurance coverage
PTO

About the Company

NinjaOne unifies IT to simplify work for over 35,000 customers in 140+ countries.
The NinjaOne Unified IT Operations Platform provides endpoint management, autonomous patching, backup, and remote access in a single console to enhance efficiency, resilience, and cost savings.
By automating IT and managing all endpoints, organizations deliver an excellent technology experience to employees.
NinjaOne maintains a 98% customer satisfaction score, reflecting its commitment to customer success.

Equal Opportunity

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.