Channel Sales Manager, Los Angeles

Job description

### **Who We Are** Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), [a $5.8B valuation](https://www.cnbc.com/2025/12/03/verkada-capitalg-valuation-security.html), more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. ### **About the Role** As a **Channel Sales Manager**, you'll be pivotal in scaling Verkada's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth. This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow Verkada’s presence in Southern California. ### What You’ll Do You’ll be at the heart of Verkada’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own: - **Drive Net New Pipeline:** Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities. - **Execute Regional Channel Strategy:** Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets. - **Empower Our Partners:** Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels. - **Collaborate Cross-Functionally:** Work closely with Verkada’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives. - **Lead with Insight:** Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement. - **Strengthen the Channel Ecosystem:** Influence partner sales teams to prioritize Verkada in key deals and business planning efforts. Leverage insights from the field to recommend improvements to Verkada’s channel tools, incentives, and partner program offerings. - **Drive Awareness and Demand:** Lead and participate in regional in-person and virtual events to grow Verkada’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders. - **Operate Strategically and Tactically:** Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization. - ***This role requires regular travel, estimated to be at least 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.*** ### What You Bring - **Experience & Success**: 4+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners. Recognition, such as President’s Club, is a plus. - **Strategic & Creative Thinking:** A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives. - **Relationship-Builder**: Ability to influence and engage across all levels—from partner sales reps to executive leadership. - **Technical Fluency:** Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools. - **Clear Communicator:** Strong verbal and written communication skills with sharp attention to detail and a professional presence. - ***Local to Greater Los Angeles Area: Open to 50% travel and willingness to be in our HQ in San Mateo on admin days.*** ### **US Employee Benefits** Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to: - Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans - Nationwide medical, vision and dental coverage - Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options - Expanded mental health support - Paid parental leave policy & fertility benefits - Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time - Professional development stipend - Wellness/fitness benefits - Healthy lunches provided daily - Commuter benefits ### **Additional Information** - You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time. **Annual Pay Range** At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs) Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable). Estimated Annual Pay Range $170,000—$220,000 USD ### **Verkada Is An Equal Opportunity Employer** As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. *Your application will be handled in accordance with our [Candidate Privacy Policy](https://www.verkada.com/privacy/candidate-privacy-policy).*