Why This Job is Featured on The SaaS Jobs
Channel-led growth remains a defining route to market in SaaS, particularly for IT operations platforms that sell into mid-market and enterprise buyers via MSPs, VARs, distributors, and SIs. This Channel Account Executive role sits at the point where partner strategy becomes measurable revenue, translating co-sell activity into qualified pipeline and closed deals across Australia. It is notable for its emphasis on orchestration across Partner Managers, Solution Engineers, and external partner sellers, reflecting how modern SaaS companies extend coverage without relying solely on direct field teams.
For a SaaS sales career, the role builds durable expertise in partner economics and multi-party deal mechanics, including margin-aware negotiation, joint account planning, and consensus buying processes. Experience gained here tends to transfer well across SaaS organisations that depend on ecosystems, from security and IT management to broader B2B infrastructure categories. The day-to-day focus on forecasting discipline and CRM accuracy also aligns with the operating cadence expected in scaled SaaS revenue teams.
This position best fits professionals who enjoy structured collaboration and are comfortable leading discovery and demos while sharing control of the sales motion with partners. It suits someone motivated by cross-company stakeholder management and the craft of creating momentum in longer, multi-threaded cycles rather than purely transactional selling.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Role
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.
Location – North Sydney, Australia
What You’ll Be Doing
- Partner-Led Revenue Generation
- Work alongside Solution Engineer and Partner Manager to activate and monetise 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 organisations
- 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.
About You
- 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
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 prioritise your work/life balance offering a hybrid work environment and free in-office lunches throughout the week
- We reward your work with opportunity for growth and advancement
- Grow personally and together with one of the fastest growing companies globally
- Develop your skills through our renowned training platform
- Receive competitive compensation
- Collaborate with an amazing international workforce
Additional Information
This position is NOT eligible for Visa sponsorship.
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.
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