Channel Account Executive

NinjaOne

1d•Hybrid

About The Position

The Channel Account Executive (CAE) is a revenue-generating sales role responsible for driving end-user pipeline and closing opportunities in the Australia market through NinjaOne’s partner ecosystem. This role is the commercial execution layer of NinjaOne’s channel strategy. Working in close alignment with Partner Managers, Solution Engineers, Distributors, and Partners to uncover, qualify, demonstrate, and close end-user opportunities. This role converts partner engagement into qualified pipeline and closed revenue. This is a partner-led commercial execution role, focused on Australia as a starting point.

Requirements

5+ years of B2B SaaS or enterprise IT sales experience
Proven experience selling through or alongside partners (VARs, MSPs, SIs, distributors)
Strong understanding of the ANZ IT partner ecosystem
Experience managing mid-market and enterprise sales cycles
Skilled at executive-level discovery and relationship building
Strong presentation and demonstration capability
Commercially astute with understanding of partner margin dynamics
Comfortable operating in structured, consensus-driven buying environments
High integrity, disciplined follow-up, and strong cultural awareness

Responsibilities

Partner-Led Revenue Generation: Work alongside Solution Engineer and Partner Manager to activate and monetize strategic partners. Directly engage with field sales teams at distributors and resellers, identify high-potential customer accounts, and proactively drive co-sell activities. Conduct joint account planning and account mapping with key partners. Identify and uncover new end-user opportunities within partner customer bases. Drive co-sell motions across distributor and reseller networks.
Opportunity Qualification & Sales Execution: Lead discovery conversations at the end-customer level. Deliver compelling product demonstrations. Position NinjaOne’s business value for mid-market and enterprise organizations. Manage complex, multi-stakeholder sales cycles in partnership with resellers and SIs. Maintain disciplined forecasting and CRM accuracy.
Commercial Leadership & Closing: Structure and negotiate partner-led deals in alignment with margin expectations and long-term partner value. Drive deal progression and remove friction between NinjaOne, distributor, and reseller. Close revenue through appropriate routes-to-market. Accelerate time-to-close while maintaining strong partner relationships.
Partner & Distributor Collaboration: Operate as the commercial sales engine behind activated partners. Support Partner Managers in pipeline reviews and joint QBRs. Engage distributor sales and pre-sales teams to expand reach. Provide structured feedback on partner performance and market trends.
Other duties as needed.