Senior Named Channel Account Manager (SHI)

NinjaOne  |  Remote — CA, CO, CT, FL, GA, IL (excluding Chicago city limits), KS, ME, MA, NJ, NC, OR, TX, VA, NY, TN, WA

About the Role

The Senior Named Channel Account Manager (SHI) is a strategic, senior-level role responsible for owning and expanding NinjaOne’s partnership with SHI International, one of the largest privately held IT solutions providers in North America. You will serve as the primary executive liaison between NinjaOne and SHI, driving revenue growth, deepening executive relationships, and leading a coordinated go-to-market motion across SHI’s full portfolio — including Commercial, Enterprise, Public Sector (Federal, SLED), and SHI’s global operations. This role requires a seasoned channel leader who can operate independently, influence at the executive level, and build scalable programs that drive measurable impact across one of the most strategic reseller relationships in NinjaOne’s channel ecosystem.

Location — Remote in CA, CO, CT, FL, GA, IL (excluding Chicago city limits), KS, ME, MA, NJ, NC, OR, TX, VA, NY, TN, WA.

What You’ll Be Doing

•          Own the strategic SHI partnership end-to-end: revenue targets, executive alignment, enablement programs, joint marketing, and pipeline development across all SHI segments and practices.

•          Develop and execute a comprehensive SHI business plan with clear KPIs, quarterly milestones, and measurable ROI — and hold yourself accountable to it.

•          Build and expand executive relationships across SHI at all levels, from field sales representatives to VP and C-suite stakeholders and national practice leaders.

•          Lead the channel sales motion alongside NinjaOne Account Executives, ensuring tight coordination between SHI-sourced opportunities and NinjaOne’s direct sales team.

•          Drive NinjaOne’s expansion across SHI’s customer segments — from commercial and midmarket into enterprise, federal, and SLED accounts.

•          Own pipeline forecasting and revenue reporting for all SHI-influenced business, delivering accurate and reliable visibility to NinjaOne leadership.

•          Design and deliver high-impact sales enablement, technical training, and certification programs that increase SHI rep productivity and NinjaOne mindshare across SHI’s field and inside sales organizations.

•          Develop and operationalize joint marketing initiatives — including demand generation campaigns, events, and co-branded content — that generate measurable pipeline.

•          Act as the internal advocate for SHI, bringing partner insights, competitive intelligence, and market feedback into NinjaOne’s go-to-market strategy.

•          Travel as needed to engage SHI technical and sales resources across SHI’s headquarters in Somerset, NJ, Austin, TX, and field locations nationwide.

•          Other duties as needed.

About You

•          7+ years of channel sales or partner management experience, with direct experience managing a major national partner or VAR relationship (SHI experience strongly preferred).

•          Demonstrated track record of owning and growing a strategic partner account — building the plan, executing against it, and delivering measurable revenue results.

•          Executive presence and credibility: proven ability to influence and build relationships with senior partner leadership, including VP and C-level stakeholders.

•          Deep understanding of the SHI business model, sales structure, and go-to-market motion across segments (Commercial, Enterprise, Public Sector/SLED, Federal).

•          Strong business acumen with the ability to develop partner business plans, build territory strategy, and measure success against defined KPIs and ROI.

•          Entrepreneurial mindset — you identify opportunities independently, build the case for action, and drive execution without waiting to be directed.

•          Skilled at navigating complex, matrixed organizations both internally and externally to align stakeholders and move initiatives forward.

•          Polished verbal and written communication skills; able to tell a compelling story, ask the right questions, and tailor your approach to audiences from field reps to executives.

•          Experience with IT infrastructure, endpoint management, RMM, or adjacent SaaS technology strongly preferred.

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 opportunity for growth and advancement.

Additional Information

This position is NOT eligible for Visa sponsorship.

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.