Associate Business Development Lead, Cloud & ISV Partnerships

NinjaOne; California (MO); Hybrid; USD 91,000 - 200,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) plan

Unlimited PTO

Job summary

NinjaOne is seeking an Associate Business Development Lead to own and scale our cloud go-to-market motion, focusing on hyperscaler partnerships (AWS, Azure, GCP) and ISV alliances within the marketplace ecosystem. You will partner with sales, finance, and ops to drive pipeline, accelerate enterprise deals, and create scalable partner motions.

You will collaborate with internal teams to develop enablement content, run regional events, and build joint business plans with ISV partners, while owning

Qualifications

• 5-8 years of experience in business development, partnerships, or channel/alliances.
• Experience with marketplace transactions, co-sell motions, or hyperscaler partner programs.
• Experience engaging with hyperscaler partner teams and enablement programs.
• Familiarity with partner ecosystems and alliance management tools.

Responsibilities

• Build and manage relationships with AWS, Azure, and GCP partner teams.
• Drive marketplace co-sell strategies and co-sell workflows.
• Support hyperscaler funding and enablement programs and joint campaigns.
• Own the consolidated partner revenue number and report to leadership.

Skills

Partnerships

Hyperscaler partnerships

Marketplace governance

Revenue ownership

Tools

Salesforce

Crossbeam

Reveal

Job description

About the Role NinjaOne is seeking an

Description

About the Role

NinjaOne is seeking an Associate Business Development Lead to own and scale our cloud go-to-market motion, driving growth through AWS, Azure, and GCP marketplace, co-sell, and partner programs, with additional focus on ISV alliances that extend that ecosystem. This role focuses primarily on building and activating hyperscaler partnerships (marketplace transactions, co-sell motions, and joint funding/enablement programs) while also supporting a smaller set of ISV relationships that complement and extend the cloud ecosystem. The core objective is to translate hyperscaler and ISV relationships into pipeline growth, faster enterprise deal cycles, and scalable, repeatable partnership motions. You will work directly with hyperscaler partner teams (ISV Partner Managers, co-sell leads, marketplace teams) and key ISV alliances, partnering internally with Sales, Deal Desk, Finance, and Sales Ops to operationalize these relationships. This role is well suited for someone with cloud/hyperscaler partnership experience who wants to own execution of a core GTM motion inside a high-growth SaaS company. You will serve as the internal authority on partner capabilities, roadmaps, and commercial terms for your portfolio, with ownership of the consolidated partner revenue number described below.

Location

We are flexible on remote working from home, if you are located in the USA and reside in one of the following states - CA, CO, CT, FL, GA, *IL, KS, MA, MD, ME, NJ, NC, NY, OR, TN, TX, VA, OH and WA. We have physical offices in Austin, TX and Tampa, FL, if you prefer a hybrid option.

What You'll Be Doing

Cloud & Hyperscaler Partnerships (Primary Focus)

• Build, manage, and expand NinjaOne's relationships with AWS, Azure, and GCP partner teams, including ISV Partner Managers and co-sell leads.
• Drive marketplace transaction strategy (private offers, co-sell workflows, procurement paths, and quoting) in partnership with Sales, Deal Desk, Finance, and Sales Ops.
• Support and help scale hyperscaler funding and enablement programs (e.g., AWS SCA-type initiatives), including co-build and integration priorities that unlock partner investment.
• Own and grow the marketplace/co-sell pipeline (including automated co-sell workflows and account mapping with hyperscaler field reps and territory teams) to surface and progress high-propensity opportunities.

Hyperscaler Enablement & GTM

• Build and maintain enablement content (decks, one-pagers, playbooks) that helps sellers understand and activate hyperscaler motions.
• Support hyperscaler-sponsored field events and regional marketing activities that drive engagement with target accounts.

ISV & Technology Alliances

• Support and grow relationships with key ISV and technology partners (particularly those with a presence in the hyperscaler marketplace ecosystem) including integration and partnership conversations as opportunities arise.
• Help identify and stand up joint campaigns or account-mapping initiatives with ISV partners where they intersect with cloud/marketplace motions.
• Build joint business plans with key ISV alliance partners (including pipeline targets, sales plays, territory mapping, and quarterly review cadences) and develop supporting battlecards and joint solution narratives with product marketing and solution engineering.
• Represent NinjaOne at partner QBRs, executive briefings, and industry events to deepen ISV alliance relationships and surface new opportunities.

Operations & Reporting

• Track pipeline and performance across hyperscaler- and ISV-sourced or influenced opportunities, maintain relationship mapping across partner contacts, and prepare regular updates for leadership on partnership activity, marketplace performance, and impact.
• Own a consolidated partner revenue number spanning hyperscaler co-sell influenced/sourced ARR and ISV alliance contribution, and report on alliance health, pipeline, and ROI to VP-level stakeholders on a monthly and quarterly basis.

About You

• 5-8 years of experience in business development, partnerships, or channel/alliances roles, with 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, including experience supporting joint funding or enablement programs with a hyperscaler.
• Exposure to ISV or technology alliance partnerships, including resell/reseller commercial models (contracting, margin structures), is a plus.
• Direct AWS, Azure, or GCP partner-side or partner-facing experience, with familiarity with marketplace tooling and co-sell platforms (e.g., AWS ACE).
• Familiarity with security or IT management ISVs and their partner ecosystems, and with partner ecosystem tooling such as Crossbeam or Reveal.
• Credible and comfortable engaging with hyperscaler partner teams, ISV partners, and internal stakeholders alike.
• Relationship-driven with strong commercial instincts, able to own programs and partnerships from strategy through execution.
• Strong internal operator who can align Sales, Deal Desk, Finance, and Sales Ops.
• Commercially fluent and comfortable owning a revenue number, forecasting pipeline, and reasoning about margin/ARR contribution, with CRM discipline (Salesforce or equivalent) including holding partners accountable to pipeline hygiene and deal registration.
• Clear, concise communicator with the executive presence to represent partnerships at QBRs and briefings up to VP/C-suite level.

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 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

• Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate.

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. For roles based in California, Colorado, Maryland, New Jersey or Washington the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year. For roles based in New York, the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year. 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. #BI-Remote