National Channel Sales Manager, Federal

About the role

The National Channel Sales Manager, Federal position is responsible for executing partner plans that directly support and advance the Federal Division's strategic objectives and revenue goals. You will own the development and management of relationships with a portfolio of federal-focused channel partners, ensuring alignment with Verkada's sales targets and market penetration goals. This role requires a proactive approach to identifying new resell opportunities and driving collaborative success across the channel ecosystem. You will act as a key liaison between Verkada's Federal leadership and the partner network, translating corporate strategy into actionable plans for partners. The role demands a deep understanding of the Federal sales landscape and the ability to navigate complex procurement environments on behalf of your partners. Success in this position is measured by the growth and performance of the channel business within the Federal market. You will be expected to mentor and enable partners to enhance their capabilities and achieve their own business objectives.

What you'll do

Develop and implement comprehensive channel sales strategies specifically designed for the Federal Government market segment. Identify and cultivate relationships with federal-focused resellers, VARs, and distribution partners to expand market reach. Manage and optimize the performance of the Federal channel portfolio to ensure partners meet or exceed their sales targets. Provide expert guidance to partners on Verkada's product portfolio, including video security, access control, and AI-powered solutions. Collaborate with internal stakeholders to build business cases and support proposals that address complex Federal customer requirements. Leverage Salesforce and partner relationship management tools to track pipeline, forecast accurately, and report on channel performance. Educate partners on Federal procurement processes, compliance requirements, and best practices for selling into government agencies. Build and maintain strong executive-level relationships with key stakeholders at partner organizations, from front-line sales staff to C-level leadership. Analyze market trends and competitive activities to provide insights that strengthen the channel strategy and positioning. Serve as a trusted advisor to channel partners, helping them navigate objections and close deals within the Federal space.

Requirements

The posting states a pay range of $160,000 to $220,000. Federal Government market is required. Proven success managing Federal reseller, VAR, distribution, or channel partner relationships is necessary. A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent, must be shown. Experience building executive relationships with stakeholders from front-line sales teams to C-level leadership is essential. Strong command of channel sales strategies, partner programs, and Federal procurement processes is required. The ability to influence and drive results across cross-functional teams without direct authority is required. Highly organized skills manage competing priorities, execute independently, and consistently hit deadlines. Proficiency with Salesforce and standard business productivity tools such as Google Workspace is required. Excellent verbal, written, and presentation skills are required. Based in or near the Washington, D.C. metropolitan area is required. Willingness and ability to travel up to 50% nationally is required.

Practical notes

US-based role with eligibility for US benefits is expected. Typical interview steps include 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

This role focuses on channel sales within the Federal sector. The position uses sales platforms such as Salesforce for pipeline management. The role involves frequent interaction with executive-level stakeholders. Travel is a regular component of the position. The company operates in the physical AI and video security technology space. Strong presentation and written communication skills are essential.

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.

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.