Channel Sales Manager, Germany at Verkada

Who We Are Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. Over 30,000 organizations worldwide, including more than 100+ companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees. About the Role As a Channel Sales Manager (Bilingual - German/English), you'll be pivotal in scaling Verkada's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth. This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow Verkada’s presence in Germany. What You’ll Do 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. • 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. • 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. What You Bring • Experience & Success: 5+ 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 Germany: Must reside in Germany (ideally Munich) and be open to 50% travel as well as being present in our Verkada office. • Proven Partner Relationships: Existing day to day relationships with Bechtle, Medialine, ACP and TD Synnex would be highly desirable. German 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 and resources. Our perks programs include, but are not limited to: • 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 & Gas assistance • Home Office reimbursement • Pension plan (“Direktversicherung”) Additional Information • You must be independently authorized to work in Germany. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time Verkada Is An Equal Opportunity Employer As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy.