Overview In this role you will drive Verkada's Federal revenue through a strategic, partner-led approach. You'll build and execute a nationwide channel plan with VARs, distributors, and strategic partners, aligning with the Federal sales team to hit targets. You'll manage a large partner portfolio, foster executive relationships, and shape the partner program to expand into new Federal markets. This is an individual contributor position focused on deal registrations, revenue, and cross-functional collaboration, with frequent travel.
Compensation / Benefits- Healthcare coverage tailored to employee and family
- National medical/vision/dental plans
- HSA and FSA options
- Mental health support
- Paid parental leave and fertility benefits
- Paid holidays and flexible PTO/sick timeLayout with holidays and flexible time off? actually: "Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time"
Responsibilities- Own and grow the Federal channel business with certified partners (VARs, distributors, strategic partners)
- Build trusted executive relationships across the partner ecosystem to drive mutual growth
- Collaborate with Federal sales to develop and close opportunities in Federal Civilian and War-related sectors
- Create and execute quarterly business plans with partners to generate pipeline and revenue
- Design and deliver sales enablement and technical training for partner organizations
- Lead partner marketing and co-selling to generate demand and accelerate deals
- Represent partner needs within Verkada and align with sales, marketing, and product teams
- Associate pipeline and deal registrations to appropriate partners and forecast revenue in Salesforce
- Travel up to 50% nationally to support partner engagements and opportunities
Key requirements- 10+ years selling into or supporting the U.S. Federal Government market
- Proven success managing Federal reseller, VAR, distribution, or channel partner relationships
- Track record of exceeding sales targets (e.g., President's Club)
- Experience building executive relationships from front-line sales to C-level
- Strong command of channel sales strategies, partner programs, and Federal procurement processes
- Experience influencing cross-functional teams without direct authority
- Highly organized with ability to manage competing priorities and meet deadlines
- Proficiency with Salesforce and Google Workspace or similar tools
- Excellent verbal, written, and presentation skills
- Based in or near the Washington, D.C. area and able to travel up to 50%
- Executive relationship building
- Cross-functional collaboration
- Strong organizational skills
- Independent execution
- Salesforce
- Google Workspace
