Associate Business Development Lead, Cloud & ISV Partnerships
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Job Description
Business development lead scaling AWS, Azure, and GCP marketplace partnerships for NinjaOne’s unified IT platform. Driving co-sell pipeline, ISV alliances, and partner revenue growth.
Responsibilities:
- Build, manage, and expand relationships with AWS, Azure, and GCP partner teams, including ISV Partner Managers and co-sell leads
- Drive marketplace transaction strategy, including private offers, co-sell workflows, procurement paths, and quoting
- Support hyperscaler funding and enablement programs, including co-build and integration priorities
- Own and grow marketplace/co-sell pipeline through automated workflows and account mapping
- Build and maintain seller enablement content such as decks, one-pagers, and playbooks
- Support hyperscaler-sponsored field events and regional marketing activities
- Support and grow relationships with ISV and technology partners
- Identify and establish joint campaigns and account-mapping initiatives with ISV partners
- Build joint business plans with ISV alliance partners, including pipeline targets, sales plays, territory mapping, and quarterly review cadences
- Develop battlecards and joint solution narratives with product marketing and solution engineering
- Represent NinjaOne at partner QBRs, executive briefings, and industry events
- Track pipeline and performance across hyperscaler- and ISV-sourced or influenced opportunities
- Maintain relationship mapping across partner contacts and prepare leadership updates
- Own a consolidated partner revenue number and report alliance health, pipeline, and ROI to VP-level stakeholders monthly and quarterly
Requirements:
- 5-8 years of experience in business development, partnerships, or channel/alliances roles
- Direct experience in marketplace transactions, co-sell motions, or hyperscaler partner programs (AWS, Azure, and/or GCP)
- Exposure to enterprise B2B SaaS and multi-stakeholder sales cycles
- Experience supporting joint funding or enablement programs with a hyperscaler
- Direct AWS, Azure, or GCP partner-side or partner-facing experience
- Familiarity with marketplace tooling and co-sell platforms such as AWS ACE
- Exposure to ISV or technology alliance partnerships, including resell/reseller commercial models
- Familiarity with security or IT management ISVs and partner ecosystem tooling such as Crossbeam or Reveal
- Strong commercial instincts and ability to own programs and partnerships from strategy through execution
- Ability to align Sales, Deal Desk, Finance, and Sales Ops
- Experience owning a revenue number, forecasting pipeline, and reasoning about margin/ARR contribution
- CRM discipline using Salesforce or equivalent, including pipeline hygiene and deal registration
- Clear, concise communication and executive presence for QBRs and briefings up to VP/C-suite level
- Must reside in an eligible U.S. state
- Position is not eligible for visa sponsorship
Benefits:
- Full-time work that is hybrid remote
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k) plan
- Unlimited PTO
- Life insurance coverage
- Opportunity for growth and advancement
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