Channel Sales Manager, Bay Area
Job description
About the role
In this pivotal role, you will be instrumental in broadening our market presence by cultivating and overseeing a network of top-tier reseller partners throughout Northern California. As an individual contributor, your primary focus will be on generating new business opportunities through strategic planning and close collaboration with both our internal sales and marketing teams.
Key facts
What you'll do
- Develop a robust pipeline by collaborating with security integrators and IT value-added resellers (VARs).
- Implement regional partner business strategies that are in line with our market entry goals.
- Train and empower partner sales and technical teams on our diverse product offerings and marketing campaigns.
- Conduct quarterly business evaluations to monitor performance metrics and uncover potential growth avenues.
- Work alongside internal teams to spearhead events and initiatives aimed at generating demand.
- Oversee the entire partner engagement process, from initial onboarding to achieving revenue targets.
- Foster strong relationships with partners to ensure alignment with our business objectives.
- Analyze market trends and competitor activities to inform strategic decisions and partner strategies.
- Collaborate with marketing to create co-branded materials and campaigns that resonate with our partners.
- Provide ongoing support and resources to partners to enhance their sales effectiveness.
- Report on partner performance and provide insights to senior management for strategic planning.
- Identify and pursue new partnership opportunities to expand our reach and market share.
Requirements
- A minimum of 4 years of experience in channel sales or partner management is essential.
- A demonstrated track record of successfully developing new business relationships, particularly with Security Integrators or IT VARs.
- Strong proficiency in Salesforce, Microsoft Excel, and various business intelligence tools.
- Willingness to travel at least 50% of the time for regional partner engagements.
- Candidates must reside in the Greater Bay Area and be available to work from our San Mateo office on designated administrative days.
- Independent authorization to work in the United States is mandatory; unfortunately, we cannot offer visa sponsorship.
Nice to have
- Recognition for outstanding sales performance, such as being part of a President's Club or similar accolades.
- Experience in the security technology sector or related fields.
- Familiarity with channel marketing strategies and partner relationship management.
Skills & tools
- Proficiency in Salesforce for CRM management
- Advanced skills in Excel for data analysis and reporting
- Experience with business intelligence tools for market analysis
- Expertise in developing channel strategies to enhance partner performance
- Knowledge in partner enablement and training methodologies
Practical notes
- We offer a comprehensive benefits package that includes 100% employer-paid healthcare premiums for employees (80% coverage for family plans), along with Health Savings Account (HSA) and Flexible Spending Account (FSA) options.
- Mental health support, paid parental leave, and fertility benefits are also part of our commitment to employee well-being.
- Additional perks include daily healthy lunches, commuter benefits, wellness and fitness stipends, and funding for professional development.
- Compensation may also include equity opportunities in the form of Restricted Stock Units (RSUs) and discretionary bonuses based on performance.
Join Verkada as a Channel Sales Manager in the Bay Area and be a key player in driving our growth and success in the security technology market. Your expertise in channel sales and partner management will be crucial in building strong relationships and achieving our business objectives. If you are passionate about technology and thrive in a dynamic environment, we would love to hear from you!
About the company
Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.