National Channel Sales Manager, Convergint

About the role

You will lead the national partnership strategy for Convergint, driving new business growth through this key integrator. This individual contributor position focuses on building pipeline, executing joint sales plans, and managing the full partner lifecycle to expand our market presence. You are responsible for owning the end-to-end relationship with Convergint, ensuring alignment between their commercial objectives and our company goals. The role requires you to act as a trusted advisor to Convergint's sales and executive teams, translating our technology vision into actionable sales initiatives. You will identify and prioritize the most impactful opportunities within their network to accelerate adoption of the Verkada platform. Success in this position depends on your ability to operate independently while coordinating across internal functions to deliver measurable results. You will own the metrics and milestones that define the health of this strategic partnership, reporting progress and insights to leadership.

Key facts

What you'll do

• Generate net new pipeline by working directly with Convergint teams to uncover hidden opportunities and accelerate deal flow.
• Create and manage a territory business plan that aligns with company revenue targets, incorporating market insights and competitive positioning.
• Train partner sales, technical, and executive staff on the Verkada product suite to ensure consistent and compelling value communication.
• Lead business reviews to track performance and identify growth areas, using data to adjust tactics and optimize outcomes.
• Coordinate with internal marketing and sales teams to run joint events and demand generation campaigns that engage the partner audience.
• Influence partner priorities to ensure Verkada is the preferred solution in key deals, shaping the narrative and commercial strategy.
• Travel frequently to support partner engagements and operations, maintaining a visible presence at branch locations and customer sites.
• Own the end-to-end sales cycle with Convergint, from initial discovery through negotiation, to close and post-sale expansion.
• Develop and maintain a precise pipeline forecast, updating deal stages and rationale to reflect reality and support executive decision-making.
• Act as the primary internal advocate for Convergint, elevating their feedback to product, marketing, and sales leadership to drive improvements.
• Collaborate with solutions engineering to build customized demonstrations and proof points that address specific partner and customer challenges.
• Establish and monitor key performance indicators for the partnership, reporting results and recommending actions based on trend analysis.

Requirements

• 5+ years of experience in physical security sales or partner management, demonstrating a track record of consistent performance.
• Proven history of developing new business within the physical security integrator space, with a portfolio of successful implementations.
• Must reside in a major city in Florida or Georgia, ensuring proximity to key partner locations and regional operations.
• Ability to travel 50% or more of the time, including domestic and international trips, to maintain strong partner relationships.
• Strong proficiency in Salesforce, Excel, and business intelligence software, using these tools to manage data and derive insights.
• Must be authorized to work in the U.S. without sponsorship, as this position cannot support the visa application process.
• Demonstrated experience managing complex partner programs, including governance, communication, and joint planning practices.
• Comfort operating in a fast-paced, matrixed environment where priorities shift and ownership is critical for success.

Nice to have

• Prior experience working with Convergint, understanding their sales processes and customer engagement model.
• Recognition for sales excellence, such as President's Club or equivalent honors from previous organizations.

Practical notes

• Travel requirement is 50%+ to Convergint branch locations, necessitating a reliable vehicle and valid driver's license.
• Benefits include 100% employer-paid employee healthcare premiums (80% for family), HSA/FSA options, mental health support, parental leave, fertility benefits, and daily lunches.
• Compensation includes base salary plus commissions, with potential for discretionary bonuses and equity in the form of RSUs, subject to vesting schedules.
• No visa sponsorship available for this position, and the role is not suitable for candidates requiring immigration support.
• This position reports to the National Channel Leadership team and operates under the policies and procedures of the company.
• The work schedule is full-time during standard business hours, with flexibility to accommodate occasional evenings and weekends for partner events.
• Relocation assistance is not provided for positions located in Atlanta, Georgia or major cities in Florida, unless otherwise specified in exceptional cases.
• All employment decisions are based on qualifications, merit, and business needs, in compliance with applicable laws and company guidelines.
• Candidates must be able to pass standard background checks and meet the ethical standards required for a role representing our brand and partnership.
• This job description is not an exhaustive list of all responsibilities, duties, or skills, and may be updated as business needs evolve.