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Channel Sales Manager - Indiana

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Verkada

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Indianapolis
    Remote
  • Quick Apply

AI generated summary

  • You must have 7+ years in channel sales, success with IT VARs, strategic thinking, strong relationships, technical fluency, excellent communication skills, and reside in Indiana with 50% travel.
  • You will generate pipeline with new customers, manage partner plans, train partners, collaborate with teams, conduct reviews, strengthen ecosystem, drive events, and oversee partner engagement.

Requirements

  • 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.
  • Local to Indiana: Must reside in a major city in Indiana (Indianapolis preferred) and be open to 50% travel across the state.

Responsibilities

  • 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.
  • Drive Awareness and Demand: 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.
  • Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.

FAQs

What is the role of a Channel Sales Manager at Verkada?

The Channel Sales Manager at Verkada is responsible for developing and managing a network of high-performing reseller partners, driving net new business, building pipeline, and executing strategic plans to achieve measurable growth in the Indiana market.

What experience is required for the Channel Sales Manager position?

Candidates should have 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.

Is residency in Indiana required for this position?

Yes, candidates must reside in a major city in Indiana, with Indianapolis being preferred.

Are there travel requirements for this role?

Yes, the position requires approximately 50% travel across the state of Indiana.

What kind of training will be provided to partners?

The Channel Sales Manager will train and enable partner executives, sales teams, and technical stakeholders on Verkada's full product portfolio, programs, and campaigns.

What kinds of benefits does Verkada offer to employees?

Verkada offers a range of benefits including healthcare programs, a Health Savings Account (HSA), expanded mental health support, paid parental leave, flexible PTO, wellness benefits, and healthy lunches provided daily.

How does Verkada support professional development?

Verkada offers a professional development stipend to support employees in their growth and learning.

What tools and software should a candidate be comfortable with?

Candidates should be comfortable navigating product discussions and using Salesforce, Excel, and business intelligence tools.

Is Verkada an equal opportunity employer?

Yes, Verkada is committed to providing employment opportunities to all individuals and treats all applicants without regard to race, color, ethnicity, religion, sex, gender identity, sexual orientation, and other legally protected bases.

What is the importance of relationship-building in this role?

Relationship-building is crucial as it allows the Channel Sales Manager to influence and engage partners at all levels, from sales reps to executive leadership, thereby driving collaboration and growth.

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Verkada

Modern Enterprise Building Security

Technology
Industry
1001-5000
Employees
2016
Founded Year

Mission & Purpose

Verkada is a leader in cloud-managed enterprise building security, enabling over 17,000 organizations worldwide to protect their people and assets while prioritizing privacy. Designed with simplicity in mind, Verkada’s seven product lines - video security cameras, door-based access control, environmental sensors, alarms, visitor management, mailroom and intercom - provide unparalleled visibility through a single secure cloud-based software platform. The company was founded by computer scientists and security experts from Stanford University, and Hans Robertson, the former co-founder and COO of Cisco Meraki. Verkada is headquartered in San Mateo, CA with offices in Salt Lake City, Tampa, Phoenix, Austin, London, Sydney, Taiwan, New York, Philadelphia, Toronto, Mexico City, Seattle and Tokyo.

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