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Verkada is a high-growth, venture-backed company transforming physical security with an integrated, AI-powered platform. The company serves 30,000+ customers (including 100+ Fortune 500 companies), has a $5.8B valuation, and over $1 billion in annualized bookings. Verkada's solutions span video security, access control, air quality sensors, alarms, intercoms, and visitor management, deployed across 170+ countries.
As Channel Sales Manager for the UAE, you will be a strategic individual contributor responsible for scaling Verkada's market reach through a network of high-performing reseller partners. This is a hands-on role requiring both strategic planning and direct execution.
Key responsibilities include:
• Drive net new pipeline by proactively identifying and generating business with end-user customers through strategic reseller partners; collaborate with field sales teams on co-selling and closing high-value opportunities.
• Develop and execute 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.
• Conduct regular quarterly business reviews and ad-hoc reviews with partners to align on priorities, track performance, and identify improvement opportunities.
• Collaborate cross-functionally with internal sales, marketing, and pre-sales teams on joint activities including partner events, demand generation campaigns, and customer-facing initiatives.
• Influence partner sales teams to prioritize Verkada in key deals and leverage field insights to recommend improvements to channel tools, incentives, and partner programs.
• Lead and participate in regional in-person and virtual events to build brand awareness, community, and strengthen relationships with key stakeholders.
• Own the full lifecycle of partner engagement—from onboarding and enablement through pipeline development and revenue realization.
• Manage market development funds to drive accelerated revenue growth.
The role requires regular travel (estimated 25%+ of time, including domestic and international destinations) and occasional presence at Verkada offices (e.g., London for quarterly sales kick-offs).
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 the Middle East partner region. Experience creating channels from inception or early-stage development is ideal.
• Process-driven approach complemented by innovative thinking to create scalable, partner-focused initiatives.
• Proven ability to influence and engage across all levels—from partner sales reps to executive leadership. Demonstrated experience working with C-level executives at leading Middle East partners. Strong existing network of partner contacts expected.
• Technical fluency: comfortable 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 and professional presence.
• Must reside in Dubai and be open to 50% travel plus occasional office presence.
• Proven ability to leverage market development funds to drive accelerated revenue growth.
• Fluent in English; Arabic fluency is a plus.
