Channel Sales Manager (Northern NJ / Staten Island)

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. With more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, and backing from top-tier investors, Verkada is at the center of the Physical AI revolution.

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 drive net new business through the channel—building pipeline and executing strategic plans that result in measurable growth in Northern New Jersey and Staten Island, NY. This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams.

Responsibilities

• 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.
• Collaborate Cross-Functionally: Work 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.
• 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 more than 50% of the time, including both domestic and international destinations as needed.

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.
• 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 the New Jersey area; open to 50% travel across Northern New Jersey and Staten Island and willingness to come into the local office in NYC.

Benefits

• Healthcare programs tailored to personal health and financial well-being, with premiums 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 Savings 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.
• Paid holidays, firmwide extended holidays, flexible PTO, and personal sick time.
• Professional development stipend.
• Wellness/fitness benefits.
• Healthy lunches provided daily.
• Commuter benefits.

Pay

Estimated Annual Pay Range: $160,000—$220,000 USD (OTE, comprised of base compensation and commissions).

Additional forms of compensation may include sales incentives, discretionary bonuses, and/or equity in the form of restricted stock units (RSUs).