National Channel Sales Manager, Federal

Verkada • Washington, DC

6d • $160,000 - $220,000 • Hybrid

About The Position

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. Verkada has significant market momentum with over 30,000 customers, a $5.8B valuation, and over $1 billion in annualized bookings. This role is focused on driving Federal revenue growth through channel partners, aiming to source 50% of Federal revenue through the channel. The position requires managing a portfolio of Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans. It is an individual contributor role focused on deal registrations and booked revenue, requiring close collaboration with Sales, Marketing, and the corporate Partner team.

Requirements

• 10+ years selling into or supporting the U.S. Federal Government market.
• Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
• A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
• Experience building executive relationships with stakeholders ranging from front-line sales teams to C-level leadership.
• Strong command of channel sales strategies, partner programs, and Federal procurement processes.
• Experience influencing and driving results across cross-functional teams without direct authority.
• Highly organized, with the ability to manage competing priorities, execute independently, and consistently hit deadlines.
• Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
• Excellent verbal, written, and presentation skills.
• Based in or near the Washington, D.C. metropolitan area.
• Willingness and ability to travel up to 50% nationally.

Responsibilities

• Own, manage, and grow Verkada's Federal channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners.
• Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership, to drive long-term, mutual business growth.
• Partner with the Federal sales team to identify, develop, and close strategic opportunities across Federal Civilian and Department of War customers.
• Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets.
• Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada.
• Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals.
• Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams.
• Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce.
• Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities.

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 most plans and 80% for family premiums
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) 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 and dinners provided daily

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed