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Salary: USD 160,000 - 210,000 / annual
Verkada is seeking a seasoned Channel Solutions Engineer to enable and train channel partners on the company's hybrid cloud approach to physical security. The role combines deep technical expertise, sales acumen, strategic relationship building, and technical business development to empower partners and expand market reach.
Key Responsibilities:
- Serve as subject matter authority on Verkada's full suite of products (video security, access control, air quality sensors, alarms, intercoms, visitor management) and articulate value-added benefits to reseller partners.
- Drive revenue growth from top strategic partners through technical enablement and deepening relationships with technical stakeholders.
- Own and develop relationships with technical pre-sales teams of Verkada's top partners.
- Partner closely with Verkada Channel Sales Managers to ensure partner engineers and architects become Verkada advocates.
- Develop deep understanding of value-added services and service attachment in the partner ecosystem (IT Resellers, Physical Security Integrators, Installers).
- Develop business strategies around use cases, verticals, and applications targeted at Verkada's top partners; help partners build Verkada offerings into their go-to-market motions.
- Stay current on Physical Security and IoT industry trends by attending and presenting at strategic industry and partner conferences.
- Provide thought leadership within the market.
- Travel regularly (>50% of time) including domestic and international destinations to support business operations, customer and partner engagements, and team collaboration.
Requirements:
- 6+ years of experience as a Sales Engineer or Solution Architect, preferably in a channel-facing capacity.
- Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Information and Computer Technology, Networking, or IT Security from an accredited university, or equivalent experience.
- Strong background in IT Infrastructure and network security fundamentals.
- Strong understanding of channel sales and exposure to the partner ecosystem.
- Proven track record of success in an Enterprise SE or Channel SE role.
- Superb ability to break down complex technical topics and align technical capabilities to business goals.
- Experience designing and launching programs both internally and in coordination with partner organizations.
- Highly motivated, entrepreneurial, and enthusiastic with excellent follow-up and follow-through.
- Strong communication, presentation, and organizational abilities.
- Ability to multi-task, prioritize, and adapt in a fast-paced environment.
- Industry certifications are a plus: AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, Microsoft Azure, CISCP, and CSP.
