Channel Sales Manager

Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. We have more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more.

Verkada is seeking an ambitious, high-performing Channel Sales Manager (CSM) to shape, expand, and drive our channel and alliance footprint across New South Wales. This is a high-visibility, co-selling, and partner-hunting role tasked with building out our NSW partner ecosystem to drive exponential growth. You will take end-to-end ownership of regional channel strategy, actively activating tier-1 Systems Integrators (SIs), top IT VARs, and regional distributors to generate net-new, partner-sourced enterprise deal registrations while displacing legacy, entrenched hardware incumbents.

• Own, build, and execute a comprehensive channel business plan for New South Wales, prioritising key partner accounts and alliance ecosystems to consistently exceed quarterly and annual partner-attributed revenue targets.
• Actively co-sell with partner sales teams to identify, qualify, and register net-new enterprise opportunities, driving high deal velocity from initial lead to close.
• Lead C-suite and VP-level meetings across the NSW partner community, cultivate internal Partner Champions, and build compelling business cases to secure long-term partner investment and mindshare.
• Drive structured joint-mapping sessions between partner sales teams and Verkada Enterprise AEs, executing targeted account-based marketing (ABM) campaigns and regional partner events across NSW.
• Engage partner architecture teams early to influence large-scale enterprise infrastructure designs and RFPs (hundreds to thousands of endpoints) well before public release.
• Connect high-volume IT VARs with specialised cabling and physical installation ecosystem partners to remove deployment friction and enable partners to own massive enterprise deals confidently.
• Drive disciplined partner portal adoption, deal registration accuracy, joint pipeline forecasting, and strong CRM hygiene aligned with enterprise channel sales methodology.
• Maintain an active presence in the field across NSW while utilising our Sydney office space to collaborate with regional teammates, partner leadership, and joint customer teams.

• 10+ years of quota-carrying channel sales, partner management, or alliance leadership experience within enterprise software, networking, cybersecurity, or cloud infrastructure, with a proven track record of driving partner-sourced pipelines.
• Active, established network and trusted C-suite/VP relationships across major NSW Tier-1 Systems Integrators, national IT VARs, cloud consultancies, and top-tier regional distributors.
• Demonstrated success actively hunting alongside partner sales reps to generate net-new deal registrations, rather than passively managing inbound partner portals or quote requests.
• Track record of influencing large-scale infrastructure deployments, master service agreements (MSAs), and complex multi-stakeholder enterprise buying committees (CIO, CISO, Facilities, Procurement).
• Deep understanding of SaaS recurring revenue models, total cost of ownership (TCO) positioning, and hardware/software margin structures for partner business models.
• Background in enterprise SaaS, networking/security, cloud platforms, or physical security. Ability to bridge the gap between pure-play IT VARs and traditional physical security integrators.
• High energy, grit, and executive presence with the confidence to run strategic planning sessions with C-level partner executives and lead complex joint negotiations.
• Bachelor's degree preferred.

Verkada's cloud-based B2B physical security platform is transforming industries such as healthcare, retail, government, and enterprise. Led by a team with deep industry expertise and a track record of scaling high-growth companies. Verkada has raised $800M+ from leading investors, fuelling rapid expansion and offering unparalleled career opportunities in a high-growth environment.

Verkada is committed to fostering a workplace environment that prioritises 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: Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 66% covered Medical, optical, dental, and hospital coverage; Paid parental leave policy & fertility benefits; Life and Disability coverage; Time off to relax and recharge through our paid holidays, firmwide extended holidays, accrued vacation days, and personal sick time; Professional development stipend; Wellness/fitness benefits; Healthy meals provided daily; Commuter benefits.

You must be independently authorised to work in Australia. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.