Channel Sales Manager, Bay Area

Verkada•San Mateo, CA

11h•$170,000 - $220,000•Hybrid

About The Position

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 Northern California.

Requirements

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.
A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives.
Ability to influence and engage across all levels—from partner sales reps to executive leadership.
Comfortable navigating product discussions and sales operations.
Proficiency in Salesforce, Excel, and business intelligence tools.
Strong verbal and written communication skills with sharp attention to detail and a professional presence.
Local to Greater Bay Area.
Open to 50% travel across the Greater Bay Area to San Luis Obisbo Area.
Willingness to be in our HQ in San Mateo on admin days.
Must be independently authorized to work in the U.S.

Nice To Haves

Recognition, such as President’s Club, is a plus.

Responsibilities

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.
Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets.
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.
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.
Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement.
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.
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.
Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.

Benefits

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
Fertility Stipend
Wellness/fitness benefits
Healthy lunches provided daily
Commuter benefits