Channel Sales Manager, Sydney (NSW)

The role

You will shape, expand, and drive the channel and alliance footprint across New South Wales. You will build the NSW partner ecosystem to drive growth by activating systems integrators, IT VARs, and regional distributors.

What you will do

• Own, build, and execute a comprehensive channel business plan for New South Wales.
• Co-sell with partner sales teams to identify, qualify, and register net-new enterprise opportunities.
• Lead C-suite and VP-level meetings across the NSW partner community.
• Drive structured joint-mapping sessions between partner sales teams and Verkada Enterprise AEs.
• Engage partner architecture teams early to influence large-scale enterprise infrastructure designs and RFPs.
• Connect high-volume IT VARs with specialised cabling and physical installation ecosystem partners.
• Drive disciplined partner portal adoption, deal registration accuracy, and joint pipeline forecasting.
• Maintain an active presence in the field across NSW and utilize the Sydney office for collaboration.

Required qualifications

• 10+ years of quota-carrying channel sales, partner management, or alliance leadership experience within enterprise software, networking, cybersecurity, or cloud infrastructure.
• 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.
• Track record of influencing large-scale infrastructure deployments, master service agreements (MSAs), and complex multi-stakeholder enterprise buying committees.
• Deep understanding of SaaS recurring revenue models, total cost of ownership (TCO) positioning, and hardware/software margin structures.
• Background in enterprise SaaS, networking/security, cloud platforms, or physical security.
• High energy, grit, and executive presence.

Nice to have

• Bachelor’s degree

Benefits

• Healthcare programs with 66% premium coverage
• Medical, optical, dental, and hospital coverage
• Paid parental leave policy & fertility benefits
• Life and Disability coverage
• Paid holidays, firmwide extended holidays, accrued vacation days, and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy meals provided daily
• Commuter benefits

Before you apply

• You must be independently authorised to work in Australia.
• Verkada is unable to sponsor or take over sponsorship of an employment visa for this role.

About the company

Verkada transforms how organizations protect people and places with an integrated, privacy-sensitive AI-powered platform. The company has more than 30,000 customers and is backed by investors including CapitalG and Sequoia Capital.