Channel Account Executive

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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