Head of Federal Channel

The role

You will drive Federal revenue growth through new and existing channel partners. This individual contributor role involves building enablement programs and managing a portfolio of Federal partners.

What you will do

• Own, manage, and grow Verkada's Federal channel business.
• Build executive relationships across the partner ecosystem.
• Partner with the Federal sales team to identify and close strategic opportunities.
• Create and execute quarterly business plans with partners.
• Design and deliver sales enablement and technical training.
• Lead partner marketing initiatives and co-selling activities.
• Drive enablement and accountability across distribution partners.
• Serve as the voice of the Federal channel inside Verkada.
• Associate pipeline and deal registrations to the right partners.
• Forecast and manage business in Salesforce.

Required qualifications

• 10+ years selling into or supporting the Federal Government market.
• Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
• Demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
• Ability to hold partners accountable to commitments.
• Experience building executive relationships from front-line sales to C-level leadership.
• Strong command of channel sales strategies, partner programs, and Federal procurement processes.
• Experience influencing and driving results across cross-functional teams without direct authority.
• Highly organized with the ability to manage competing priorities and execute independently.
• Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
• Excellent verbal, written, and presentation skills.
• Willingness and ability to travel up to 50% nationally.

Benefits

• Healthcare programs with 100% employee premiums and 80% family premiums under most plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) and Flexible Spending Account (FSA)
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches and dinners provided daily

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 over 2 million devices deployed across 170+ countries.