Associate Business Development Lead, Cloud & ISV Partnerships

About the Role

Ninja One 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.

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.

• Build, manage, and expand Ninja One'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.

• 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.

• 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 battle cards and joint solution narratives with product marketing and solution engineering.
• Represent Ninja One at partner QBRs, executive briefings, and industry events to deepen ISV alliance relationships and surface new opportunities.

• 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…