CRN Channel Awards Australia: Finalist Q&A with Victor Guerrero, VP Channel & Enterprise, APAC at NinjaOne

Victor Guerrero talks about being a finalist at this year's CRN Channel Awards Australia

Vic Guerrero is VP of Channel & Enterprise, APAC at NinjaOne, bringing over three decades of global leadership in SaaS, IT channel partnerships, and business transformation. He specializes in scaling high-performance ecosystems that drive revenue, expand market share, and deliver predictable outcomes.

In his current role, Vic leads channel and enterprise GTM strategy across APJ, building on a track record of growing a thriving multi-tier partner network spanning ANZ, Southeast Asia, India, Japan and beyond—generating consistent double-digit ARR growth and elevating NinjaOne to a top-tier RMM/PSA platform in the region. He has built distributor-led go-to-market programs that drove 5x partner-sourced pipeline and scaled partner contribution from 20% to 60% of total bookings.

Previously, Vic served as CRO, Managing Director, and Founder across high-growth tech ventures, leading successful exits, market launches, and turnaround strategies. He thrives at the intersection of strategy, execution, and relationship capital, and was recognized with NinjaOne President's Club (2024 +2025).

What prompted you to enter the CRN Channel Awards Australia this year without giving anything away, of course?

With this being The Channel Company’s first official year running the CRN Channel Awards in Australia, we wanted to support the awards and their continued investment in the Australian channel community.

NinjaOne has had a strong relationship with CRN for many years, previously through NextMedia, and the channel is central to how we go to market across the region. We place enormous importance on being easy to partner with, investing in the ecosystem and building long-term relationships, so entering the awards felt like a very natural fit for us.

What would winning this award mean to both your teams and your customers/partners?

It would be fantastic recognition for our team and, just as importantly, for the partners we work alongside every day.

We have a highly committed channel team at NinjaOne that genuinely lives and breathes the channel, working closely with distributors, MSPs, resellers and strategic partners across the ecosystem. Winning would be meaningful validation that the investments we are making, the relationships we are building and the way we are approaching the market are having a real impact.

Ultimately, though, channel success is shared success. If we win, it reflects the work of our partners as much as it does our own team.

What would you say is your company's proudest achievement over the past year?

The scale and quality of our growth in the region.

We are growing at over 70 per cent year-on-year across APAC, and the channel has played a significant role in that momentum. NinjaOne has been operating in the region from our Sydney base for around five years, but over the past three-plus years we have made a very deliberate investment in building a mature, scalable channel business. We now also have a team with people on the gound in Singapore, Japan and India.

What I’m most proud of is that the growth is not simply coming from adding more partners. It is coming from deeper engagement, stronger joint execution and partners increasingly seeing NinjaOne as a strategic platform they can build services and long-term customer relationships around.

What lessons do you think the industry has learned over the past year and what changes do you think it still needs to make?

One of the clearest lessons is that the channel remains incredibly important, but vendors need to rethink how they engage with it.

Partners are being asked to deliver more capability, more security and better customer outcomes, often with fewer resources and tighter margins. Vendors therefore have a responsibility to remove friction rather than create it.

That means making it easier to transact, simplifying programs, improving enablement, sharing intelligence and pipeline more effectively, and building technology that genuinely helps partners become more efficient and profitable.

The industry also needs to move beyond viewing partners simply as a route to market. The strongest vendor-partner relationships are increasingly built around joint business planning, shared customer outcomes and genuine co-investment in growth.

What do you see as the main opportunities for the industry in the coming 12 months? How do you plan to capitalise on those opportunities?

The biggest opportunity is helping organisations reduce the complexity of managing modern IT environments while simultaneously improving security, productivity and cost efficiency.

Customers are increasingly looking to consolidate tools, automate repetitive work and give their IT teams greater visibility and control. That creates a major opportunity for partners that can move beyond simply reselling technology and instead help customers modernise how IT is managed.

For NinjaOne, our focus will be on continuing to invest in the channel ecosystem, expanding our capabilities, strengthening partner enablement and working much more closely with partners to identify and develop new opportunities.

We see enormous potential for partners to build new services and recurring revenue around endpoint management, automation and broader IT operations, and we want to help them capture that opportunity.

Be part of the celebration that brings the industry’s brightest talent together. Join us at the CRN Channel Awards Australia and experience an unforgettable evening of recognition, networking, and inspiration.

Tables are filling fast – secure yours today and don’t miss the chance to be in the room where excellence is celebrated.