Channel Sales Manager, Germany

About the role

You will manage and expand our network of reseller partners to drive new business across the German market. This individual contributor position focuses on building pipeline, executing regional sales strategies, and enabling partners to sell our physical AI security platform. You will act as the primary point of contact for a portfolio of strategic reseller partners, ensuring alignment between their commercial goals and Verkada's growth objectives. The role requires a proactive approach to identifying new opportunities and removing barriers to sales within the German ecosystem. Success in this position will be measured by the revenue generated from partner-led deals and the expansion of market share in key verticals. You will work closely with internal stakeholders to ensure partner teams have the resources and support needed to succeed. This position is critical to establishing Verkada's presence through a high-performance sales network in Germany.

Key facts

What you'll do

• Generate net new end-user pipeline by collaborating with strategic reseller partners and field sales teams.
• Create and implement territory-specific business plans aligned with company revenue targets.
• Conduct training sessions for partner sales, technical, and executive teams on our product portfolio.
• Lead quarterly business reviews to track performance and define growth priorities.
• Represent the company at regional industry events to increase brand visibility.
• Manage the entire partner lifecycle from initial onboarding to revenue realization.
• Travel frequently for business, estimated at over 50% of your time.
• Develop deep market intelligence regarding competitor activity and customer trends in Germany.
• Identify gaps in the partner ecosystem and propose initiatives to strengthen the value proposition.
• Collaborate with marketing to create localized content that resonates with German-speaking audiences.
• Forecast partner demand and provide data-driven insights to support inventory and resource planning.
• Build and maintain strong relationships with C-level executives at partner organizations.

Requirements

• Minimum 5 years of experience in channel sales or partner management.
• Proven history of generating business through IT VARs or Security Integrators.
• Proficiency in Salesforce, Excel, and business intelligence software.
• Fluency in both German and English.
• Must reside in Germany and be available for office presence.
• Must possess independent authorization to work in Germany; no visa sponsorship is available.
• Demonstrated ability to manage multiple priorities in a fast-paced environment.
• Strong understanding of the security technology landscape and physical safety systems.
• Experience selling through indirect channels with a focus on collaboration.
• Track record of achieving and exceeding sales quotas consistently.
• Excellent written and verbal communication skills tailored to professional audiences.
• Strong analytical mindset capable of interpreting complex data to inform decisions.

Nice to have

• Existing professional relationships with TD Synnex, Bechtle, ACP, or Medialine.
• Recognition for sales performance, such as President's Club awards.

Skills & tools

• Salesforce
• Excel
• Business Intelligence tools
• Channel strategy and partner enablement
• Sales operations

Practical notes

• Benefits include a pension plan, car and gas assistance, home office reimbursement, professional development stipend, wellness and fitness perks, fertility benefits, and paid parental leave.
• The role requires regular domestic and international travel.

This Channel Sales Manager position in Germany is designed for a seasoned professional who thrives on building long-term relationships and driving revenue through a network of trusted partners. The successful candidate will be responsible for creating and maintaining a robust pipeline of business opportunities that leverage the strengths of Verkada's reseller community. You will own the end-to-end process of enabling partners to sell our advanced physical AI security platform, ensuring they have the tools, training, and insights required to close deals effectively. A significant portion of your time will be spent engaging directly with partners in the field, understanding their challenges, and co-developing strategies that deliver tangible results.

The role demands a high level of autonomy and ownership, as you will be the primary driver of partner-led growth in your assigned territory. You will translate corporate objectives into actionable plans that are specific to the German market, taking into account local business practices and regulatory considerations. This includes crafting compelling value propositions that address the unique security needs of German end-users across various industries. You will be expected to act as a bridge between Verkada's product team and the partner organization, ensuring that feedback is communicated effectively to influence product development and messaging.

Travel is a core component of this position, with expectations to be on the road for more than half of your working time. This includes attending industry conferences, conducting on-site training, and meeting with partners and customers in person to build trust and close complex deals. You must be comfortable navigating different cities and time zones while maintaining a high level of professionalism at all times. The ability to work independently and manage your schedule effectively is essential to succeed in this role.

Success in this position is defined by your ability to create a sustainable and scalable partner ecosystem that generates consistent revenue for Verkada. You will be measured on your ability to identify new business opportunities, nurture key relationships, and ensure that partners are equipped to represent Verkada's brand with excellence. This is a hands-on role that requires a deep commitment to collaboration, a strong work ethic, and a passion for building something impactful in the security technology space.