Channel Sales Manager (Northern NJ

About the role

This position owns the creation of net new business and the generation of pipeline through the channel. The role requires close collaboration with internal sales, marketing, and pre-sales teams to ensure alignment and execution. Success is measured by the ability to identify and pursue net new end-user customers through partner ecosystems. The hire will exercise influence across levels, from partner sales representatives to executive leadership. A process-driven approach is essential to create scalable, partner-focused initiatives supported by innovative thinking. The candidate must demonstrate openness to regular travel and independent work authorization without visa sponsorship. This role rewards consistent activity, honest qualification of deals, and steady follow-through to achieve targets.

Key facts

What you'll do

Reseller partners identify and pursue net new end-user customers, while field sales teams collaborate to close high-value opportunities.

Territory partner plans align with Verkada's go-to-market objectives and quarterly sales targets, and these plans are managed to drive focused execution.

Requirements are navigated with proficiency in Salesforce, Excel, and business intelligence tools to support product discussions and sales operations.

Influence is exercised across levels, from partner sales reps to executive leadership, to drive consensus and remove barriers.

Strong verbal and written communication skills include sharp attention to detail and a professional presence in all interactions.

Openness to 50% travel across Northern New Jersey and Staten Island, with willingness to work from the local office in Philly when needed.

Independent authorization to work in the U.S. without sponsorship for employment visas is required for this position.

A process-driven approach creates scalable, partner-focused initiatives supported by innovative thinking and disciplined execution.

President's Club recognition or similar is a plus that highlights past performance and potential for continued success.

Sales roles connect a company's product with the customers who need it through research, demos, handling objections, and closing deals.

The work is quota driven and moves quickly, requiring consistent activity and honest qualification of deals to maintain momentum.

Most companies use a defined sales process, and reps are trained on it before being left on their own to manage their territory.

Requirements

The posting states a pay range of $160000 to $220000 for this role.

4+ years of channel sales or partner management experience with a track record of new business via Security Integrators or IT VAR partners.

President's Club recognition or similar is a plus that underscores a history of high achievement.

A process-driven approach creates scalable, partner-focused initiatives supported by innovative thinking and strong execution.

Influence is exercised across levels, from partner sales reps to executive leadership, to ensure alignment and remove obstacles.

Product discussions and sales operations are navigated with proficiency in Salesforce, Excel, and business intelligence tools.

Strong verbal and written communication skills include sharp attention to detail and a professional presence in every setting.

Openness to 50% travel across Northern New Jersey and Staten Island, with willingness to work from the local office in Philly.

Independent authorization to work in the U.S. without sponsorship for employment visas is required.

A bachelor's degree is required as a baseline qualification for this position.

Practical notes

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Channel sales roles focus on growing revenue through partnerships rather than direct enterprise sales.

Security Integrators and IT VAR partners are common go-to-market models in physical security and technology infrastructure.

Sales operations tools such as Salesforce support forecasting, pipeline management, and performance tracking.

Regular travel is typical for sales roles that engage partners and stakeholders across regions.

Professional development stipends support continuous learning in fast-moving product and market areas.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.