[Remote] Channel Account Manager, SLED

Note: The job is a remote job and is open to candidates in USA. NinjaOne is a company that simplifies IT operations for over 35,000 customers globally. They are seeking a Channel Account Manager for the SLED sector to drive sales and profitability through strategic partnerships, focusing on recruiting and enabling SLED channel partners while navigating complex sales cycles.

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

Skills

• 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

Benefits

• Comprehensive benefits package, which includes medical, dental, and vision insurance
• 401(k) plan
• Unlimited PTO
• Life insurance coverage

Company Overview