Sales Strategy and Operations Manager | Channel

Who We Are

Verkada is the largest cloud-based B2B physical security platform company in the world. Only Verkada offers six product lines — video security cameras, access control, environmental sensors, alarms, workplace and intercoms — integrated with a single cloud-based software platform.   Designed with simplicity and scalability in mind, Verkada gives organizations the real-time insight to know what could impact the safety and comfort of people throughout their physical environment, while empowering them to take immediate action to minimize security risks, workplace frustrations and costly inefficiencies.   Founded in 2016 with more than $460M in funding raised to date, Verkada has expanded rapidly with 16 offices across three continents, 1,900+ full-time employees and 25,000+ customers across 70+ countries.

Overview

Verkada is a 100% channel-driven business. Our 6,500+ channel partners are foundational to our revenue generation and to delivering exceptional customer experiences. Executing a successful partner strategy is critical to driving Verkada’s growth as we continue to expand across geographies and product categories. 

We are seeking a dynamic, entrepreneurial-minded leader to join our team as a manager responsible for developing our Channel Strategy and Operations function. In this pivotal role, you will have the unique opportunity to build our channel strategy from the ground up and optimize the operational efficiency of our partner program. You will work closely with our Channel, Sales, Marketing, and Operations teams to deliver a best-in-class partner experience and ecosystem. You will be part of the broader Sales Strategy and Operations team which spans across all GTM functions. 

Responsibilities

• Channel Strategy Development: Be a key driver in developing and executing our channel strategy to propel Verkada's growth trajectory. Discover untapped market opportunities, assess potential channel partnerships, and devise strategies to expand Verkada's channel presence, ensuring that we stay ahead of the curve.
• Channel Partner Management: Build strong relationships with our valued channel partners, including system integrators, distributors, and resellers. Collaborate closely with our Sales and Channel teams to identify and onboard new partners who share our vision, ensuring they are aligned with Verkada's product portfolio and target customer segments.
• Channel Program Optimization: Continuously evaluate and enhance the effectiveness of our channel program, pushing boundaries to exceed expectations. Develop and implement partner training programs, sales enablement resources, partner tiering, and co-marketing initiatives to ignite partner success and fuel rapid revenue growth. Partner with our development team to build best-in-class tools that all enable our partners to seamlessly engage, report, and transact with Verkada.
• Performance Measurement and Reporting: Establish key performance indicators (KPIs) that serve as guiding stars for both our channel partners and our own team. Regularly generate reports and build analyses to track progress, uncover trends, and make data-driven recommendations for program optimization, empowering us to stay ahead of the competition.
• Cross-Functional Collaboration: Embrace our collaborative culture and work closely with internal stakeholders, including Sales, Finance, Marketing, and Operations teams. Provide the Channel perspective to these other stakeholders and drive connectivity between the Channel team and other business units.

Requirements

• Track-record of channel excellence: proven experience in developing and executing successful channel strategies within the technology or security industry, ideally within a startup environment. Demonstrated ability to foster and nurture strong relationships with channel partners, empowering them to thrive and drive mutual success.
• High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership.
• Raw smarts: we are looking for people who can look at complex problems and solve them start to finish.
• High attention to detail: at Verkada, we pride ourselves on first principles thinking and sweating the details as the keys to business results. You should excel in these areas and set a standard for others.
• Analytical mindset: you’re comfortable leveraging data and market insights to make informed decisions and optimize channel program performance, even in the face of uncertainty.