Manager, Channel Sales

Job description

Manager, Channel Sales 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 in Austin, TX. What You’ll Be Doing Lead, coach, and develop a team of Channel Account Managers and Channel SDRs across North America, owning performance management, pipeline reviews, deal escalations, and career development. Own the North America channel revenue number, with your team’s quota rolling up to you across new business and expansion, including cross-sell and upsell, across a diverse portfolio of partners. Drive day-to-day channel operations, including territory routing, deal-specific problem solving, Account Executive and partner coordination, and partner escalations. Partner closely with NinjaOne Account Executives to maximize channel-sourced pipeline and ensure the partner co-selling motion runs smoothly and at scale. Build and execute partner business plans with top-tier partners, setting clear KPIs, milestones, and accountability at both the representative and partner level. Run structured pipeline reviews, forecasting cadences, and performance reporting, providing NinjaOne channel leadership with accurate and reliable visibility into the business. Partner 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 proposition, are certified where relevant, and have the resources needed to successfully position and sell NinjaOne. Identify and act on growth opportunities within the existing partner base, including new geographic coverage, vertical expansion, and deeper partner activation. Represent the channel internally, bringing partner insights, competitive intelligence, and field feedback into NinjaOne’s broader go-to-market strategy and product conversations. Perform other duties as needed. About You 5+ years of channel sales or partner management experience, ideally at a technology vendor selling through a diverse partner ecosystem. 2–4 years of people management experience leading a team within a channel or partner sales organization. Demonstrated track record of hitting and exceeding revenue targets as both an individual contributor and team leader. Deep understanding of how channel sales works end-to-end, including deal registration, partner incentives, co-selling motions, MDF, enablement, and the Account Executive-to-partner relationship. Strong operational instincts with the ability to identify friction, solve problems quickly, and build processes and systems that scale. Proven ability to coach and develop high-performing sales professionals while setting clear expectations and maintaining accountability. Strong cross-functional collaborator who can work seamlessly with Account Executives, SDRs, marketing, operations, and channel leadership to move deals and programs forward. Ability to operate at pace and thrive in a high-volume, high-accountability environment. Polished verbal and written communication skills, with the ability to represent NinjaOne to partners, coach team members, and communicate clearly with executive leadership. Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology is strongly preferred. Experience with Salesforce and SalesLoft preferred. About Us NinjaOne unifies IT to simplify work for nearly 40,000 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. #LI-SP1 #LI-Remote #BI-Remote