Channel Account Manager, SLED

NinjaOne

2d•Remote

About The Position

The Channel Account Manager, SLED is a strategic growth role at NinjaOne responsible for driving sales and profitability through State, Local, and Education channel partners. This role is central to building and scaling NinjaOne's SLED channel presence as the company expands into the large midmarket and enterprise public sector space. The ideal candidate will bring deep expertise in SLED procurement and compliance, a strong partner network, and the ability to navigate complex sales cycles, while cultivating lasting partner relationships for long-term growth. The role involves identifying, engaging, and onboarding high-potential partners, and enabling their success through targeted sales enablement, training, and co-marketing initiatives.

Requirements

3–5 years of experience working with SLED channel partners, Value-Added Resellers (VARs), distributors, or Managed Service Providers (MSPs).
Solid understanding of public sector procurement processes, contract vehicles, and compliance requirements.
Strong business acumen and negotiation skills, with the ability to craft solutions that create mutual value for NinjaOne and its partners.
Entrepreneurial mindset — you proactively identify and qualify opportunities without waiting to be directed.
Excellent verbal and written communication skills; you ask the right questions, tell compelling stories, and genuinely understand the challenges SLED customers face.
Proven ability to build SLED-specific partner and territory business plans, develop go-to-market strategies, and track performance against KPIs.
Demonstrated success influencing senior executives and procurement decision-makers within the SLED ecosystem.

Nice To Haves

Experience with AWS partnerships is a plus.

Responsibilities

Identify, qualify, and onboard prospective SLED-focused channel partners, including VARs, distributors, and MSPs.
Build and execute a SLED-specific channel strategy aligned with NinjaOne's revenue goals and go-to-market objectives.
Develop and operationalize a SLED channel sales motion in close collaboration with NinjaOne Account Executives to drive quota attainment.
Articulate the value of NinjaOne's Partner Program and deliver compelling product demonstrations to key SLED stakeholders.
Own your regional territory plan, pipeline, and forecast.
Partner cross-functionally with public sector sales teams and internal stakeholders to align on priorities and drive results.
Maintain current knowledge of SLED procurement processes, contract vehicles, regulations, and compliance requirements to help partners navigate sales cycles effectively.