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Verkada is a rapidly scaling physical AI platform company 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 achieved a $5.8B valuation, and over $1 billion in annualized bookings.
As Channel Sales Manager for Georgia, you will be a strategic individual contributor responsible for scaling Verkada's market reach through a network of high-performing reseller partners. You will drive net new business generation, build pipeline, and execute regional channel strategy aligned with company GTM objectives.
Key responsibilities include: identifying and generating pipeline with end-user customers through strategic reseller partners; developing and managing a focused partner business plan for your territory; training and enabling partner executives, sales teams, and technical stakeholders on Verkada's full product portfolio; collaborating cross-functionally with internal sales, marketing, and pre-sales teams on joint activities and demand generation campaigns; conducting regular QBRs and business reviews with partners to track performance and identify improvement opportunities; influencing partner sales teams to prioritize Verkada in key deals; leading regional in-person and virtual events to build brand awareness and strengthen relationships; and owning the full lifecycle of partner engagement from onboarding through revenue realization.
You will work closely with field sales teams on co-selling and closing high-value opportunities while leveraging field insights to recommend improvements to channel tools, incentives, and partner programs. The role requires 4+ years of channel sales or partner management experience, preferably with Security Integrators or IT VAR partners. You should be a strategic, process-driven thinker with strong relationship-building skills across all organizational levels. Technical fluency with Salesforce, Excel, and business intelligence tools is required. The position involves significant travel (50%+) including domestic and international destinations.
