Associate Business Development Lead, Cloud & ISV Partnerships

This is a fully remote position, open to applicants in California, +17 more states.

📋 Description

• Develop, oversee, and enhance partnerships with AWS, Azure, and GCP partner teams, including ISV Partner Managers and co-sell leads.

• Implement marketplace transaction strategies, encompassing private offers, co-sell workflows, procurement pathways, and quoting.

• Assist with hyperscaler funding and enablement initiatives, which include co-build and integration priorities.

• Manage and expand the marketplace/co-sell pipeline through automated workflows and account mapping.

• Create and sustain seller enablement materials such as presentations, one-pagers, and playbooks.

• Contribute to hyperscaler-sponsored field events and regional marketing endeavors.

• Foster and enhance connections with ISV and technology partners.

• Identify and initiate collaborative campaigns and account-mapping efforts with ISV partners.

• Formulate joint business strategies with ISV alliance partners, including pipeline targets, sales initiatives, territory mapping, and quarterly review schedules.

• Develop battlecards and collaborative solution narratives in conjunction with product marketing and solution engineering.

• Represent NinjaOne during partner QBRs, executive briefings, and industry events.

• Monitor pipeline and performance metrics across hyperscaler- and ISV-sourced or influenced opportunities.

• Maintain relationship mapping among partner contacts and prepare updates for leadership.

• Own a consolidated partner revenue figure and report on alliance health, pipeline, and ROI to VP-level stakeholders on a monthly and quarterly basis.

⛳️ Requirements

• 5-8 years of experience in business development, partnerships, or channel/alliances roles.

• Direct experience in marketplace transactions, co-sell activities, or hyperscaler partner programs (AWS, Azure, and/or GCP).

• Familiarity with enterprise B2B SaaS and multi-stakeholder sales processes.

• Experience in supporting joint funding or enablement programs with a hyperscaler.

• Direct experience on the partner side or partner-facing roles with AWS, Azure, or GCP.

• Knowledge of marketplace tools and co-sell platforms such as AWS ACE.

• Experience with ISV or technology alliance partnerships, including reseller commercial models.

• Understanding of security or IT management ISVs and partner ecosystem tools like Crossbeam or Reveal.

• Strong business acumen and capability to manage programs and partnerships from strategy through execution.

• Ability to align with Sales, Deal Desk, Finance, and Sales Operations teams.

• Experience managing a revenue target, forecasting pipeline, and analyzing margin/ARR contributions.

• Proficient in CRM practices using Salesforce or a similar system, including maintaining pipeline hygiene and deal registration.

• Excellent communication skills and executive presence for QBRs and briefings up to the VP/C-suite level.

• Must reside in an eligible U.S. state.

• This position is not eligible for visa sponsorship.

🏝️ Benefits

• Full-time position with a hybrid remote work model.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• 401(k) retirement plan.

• Unlimited paid time off (PTO).

• Life insurance coverage.

• Opportunities for career growth and advancement.