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Verkada is a rapidly scaling physical AI platform transforming organizational security with integrated solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. The company serves 30,000+ customers (including 100+ Fortune 500 companies), has a $5.8B valuation, and over $1 billion in annualized bookings.
As Channel Sales Manager for France, you will be a strategic individual contributor responsible for scaling Verkada's market reach through a network of high-performing reseller partners. You'll drive net new business generation, execute regional channel strategy, and collaborate across sales, marketing, and partner teams to grow Verkada's presence in France.
Key responsibilities include:
- Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners, collaborating with field sales teams on co-selling and closing high-value opportunities
- Develop and manage a focused partner business plan for your territory aligned with Verkada's 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
- Work cross-functionally with internal sales, marketing, and pre-sales teams on joint activities including partner events and demand generation campaigns
- Conduct regular QBRs and business reviews with partners to align on priorities, track performance, and identify improvement opportunities
- Influence partner sales teams to prioritize Verkada in key deals and provide feedback on channel tools, incentives, and partner program offerings
- Lead regional in-person and virtual events to grow brand awareness and strengthen relationships with key partner contacts
- Own the full lifecycle of partner engagement from onboarding and enablement through pipeline development and revenue realization
- Travel more than 25% of the time, including domestic and international destinations
Requirements:
- 7+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners; 5+ years specifically managing France partner region
- Ideally have experience creating channels from inception or early-stage development
- 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; proven examples of working with C-level executives within leading French partners
- Strong existing network of partner contacts in France
- Technical fluency with comfort navigating product discussions and sales operations; proficiency in Salesforce, Excel, and business intelligence tools
- Excellent presentation skills and ability to engage at scale across channel partners; strong verbal and written communication with sharp attention to detail
- Must reside in France and be open to 50% travel; preferred to be based in Paris with occasional presence in Paris and London Verkada offices
- Proven ability to leverage market development funds to drive accelerated revenue growth
- Bilingual French/English required
