Manager, Channel Sales

NinjaOne•Austin, TX

2d•Hybrid

About The Position

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.

Requirements

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.
Salesforce and SalesLoft proficiency expected.

Nice To Haves

Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology preferred.

Responsibilities

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.