In this role, you’ll be at the heart of Verkada’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own:
Drive Net New Pipeline: Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities. - Execute Regional Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets. - Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels. - Collaborate Cross-Functionally: Work closely with Verkada’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives. - Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement. - Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize Verkada in key deals and business planning efforts. Leverage insights from the field to recommend improvements to Verkada’s channel tools, incentives, and partner program offerings. - Lead and participate in regional in-person and virtual events to grow Verkada’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders. - Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization. - This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. ###
Drive Awareness and Demand:
Operate Strategically and Tactically:
What You Bring
Experience & Success: 7+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners. Recognition, such as President’s Club, is a plus. - Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives. - Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership. - Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools. - Clear Communicator: Strong verbal and written communication skills with sharp attention to detail and a professional presence. - Experience of working with Tier 1 IT Resellers. With a diverse partner ecosystem, strong proven relationships with Tier 1 IT resellers is a plus. **Experience of working with Distribution as a route to market. Proven experience of understanding how to leverage and partner with distribution is a plus.**Budget ownership. Demonstrating a proven track record to leverage partner development funds to accelerate growth is strongly desired.
Local to Southern Europe: Must reside in either Spain or Italy and be open to 50% travel as well as being present in our Verkada offices from time to time. ### Southern Europe Employee Benefits
Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:
Flexible allowances to purchase medical & life related coverage that meet your individual needs
Paid parental leave policy & fertility benefits
Time off to relax and recharge through our paid holidays, firmwide extended holidays, generous time off, and personal sick time
Professional development stipend
Wellness/fitness benefits
Car assistance
Additional Information
You must be independently authorized to work in either Spain or Italy. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time
