Why This Job is Featured on The SaaS Jobs
This Channel Account Manager role stands out in SaaS because it sits at the intersection of partner-led growth and public sector buying. With NinjaOne expanding its footprint in SLED, the position is tied to building repeatable routes to market where procurement rules, contract vehicles, and compliance shape how software is evaluated and adopted. That combination makes the work materially different from standard commercial channel coverage.
From a SaaS career perspective, the role develops skills that travel well across vendor ecosystems: designing a channel motion, enabling partners to sell a technical platform, and aligning field execution with forecasting and territory planning. Experience translating product value into partner programs, training, and co-marketing is especially relevant in SaaS companies that rely on VARs, MSPs, and distributors to reach regulated segments and larger accounts.
This role is best suited to professionals who prefer influence over direct control, and who enjoy building durable partner relationships while navigating multi-stakeholder sales cycles. It will appeal to someone comfortable operating with autonomy, collaborating closely with account executives and internal stakeholders, and keeping current on the operational details that determine whether SLED deals progress.
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 Manager, SLED is a strategic growth role at NinjaOne responsible for driving sales and profitability through State, Local, and Education channel partners. You'll identify, engage, and onboard high-potential partners while enabling their success through targeted sales enablement, training, and co-marketing initiatives.
As NinjaOne expands into the large midmarket and enterprise public sector space, this role is central to building and scaling our SLED channel presence. You'll bring deep expertise in SLED procurement and compliance, a strong partner network, and the ability to navigate complex sales cycles — all while cultivating the lasting partner relationships that fuel long-term growth.
Location – Remote in CA, OR, WA
What You'll be Doing
- 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.
About You
- 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.
- Experience with AWS partnerships is a plus.
About Us
NinjaOne unifies IT to simplify work for more than 35,000 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 honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunities for growth and advancement.
Additional Information
This position is NOT eligible for Visa sponsorship.
Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate.
Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO.
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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