Manager, Channel Sales
HybridAustin, Texas, United States
Job Summary
Lead and coach a team of Channel Account Managers and SDRs across North America, owning performance management, pipeline reviews, and deal escalations. Drive day-to-day channel operations including territory routing, partner escalations, and building business plans with top-tier partners to set clear KPIs and milestones. Own the North America channel revenue number, managing new business and expansion across a diverse portfolio while partnering with Account Executives to maximize channel-sourced pipeline. Run structured forecasting cadences, performance reporting, and co-branded demand generation campaigns to drive measurable partner-sourced revenue. Represent the channel internally by bringing partner insights and competitive intelligence into go-to-market strategy and product roadmap conversations.
Required Qualifications
- 5+ years of channel sales experience
- 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
- 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
- This position is NOT eligible for Visa sponsorship
Desired Qualifications
- Experience at a vendor selling through a partner ecosystem — you know how to work with multiple partners, not just one
- Experience with IT infrastructure, endpoint management, RMM, cybersecurity, or adjacent SaaS technology preferred
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