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Verkada is a high-growth physical AI security platform serving 30,000+ customers including 100+ Fortune 500 companies. The company has achieved $5.8B valuation and $1B+ annualized bookings, backed by CapitalG, Sequoia, and other top-tier investors.
As Federal Channel Partner Leader, you will drive Verkada's Federal revenue growth through channel partners, with a goal of sourcing 50% of Federal revenue through the channel. This is a hands-on individual contributor role requiring direct execution on deal registrations and booked revenue against Federal Division targets.
Key responsibilities include: owning and growing the Federal channel business by developing relationships across certified partners (VARs, distributors, strategic partners); building trusted executive relationships from front-line sellers to C-level leadership; partnering with the Federal sales team to identify and close strategic opportunities with Federal Civilian and Department of War customers; creating and executing quarterly business plans with partners; designing sales enablement and technical training; leading partner marketing and co-selling initiatives; serving as the voice of the Federal channel internally; managing pipeline and deal registrations in Salesforce; and traveling up to 50% nationally to support partner engagements and customer opportunities.
You will work closely with the Head of Federal, Federal sales team, Marketing, and corporate Partner team. Success requires managing a large portfolio of Federal partners, identifying whitespace, confirming pipeline, and executing strategic plans tied to divisional goals.
Required qualifications: 10+ years selling into or supporting the U.S. Federal Government market; proven success managing Federal reseller, VAR, distribution, or channel partner relationships; demonstrated track record of exceeding sales targets (President's Club or equivalent); experience building executive relationships across organizational levels; strong command of channel sales strategies, partner programs, and Federal procurement processes; ability to influence and drive results across cross-functional teams without direct authority; strong organizational skills and ability to manage competing priorities independently; proficiency with Salesforce and standard business tools; excellent communication skills; based in or near Washington, D.C. metropolitan area; willingness to travel up to 50% nationally.
