Channel Account Manager, SLED - Remote

Overview

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.

In Short

• 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.

Requirements

• 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, including medical, dental, and vision insurance.
• 401(k) plan to help prepare for your financial future.
• Unlimited PTO to prioritize work-life balance.
• Opportunities for growth and advancement.
• A collaborative, kind, and curious community.