National Channel Sales Manager, Federal

Who We Are 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’ve got serious momentum in the market: 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. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. About the Role As our Federal Channel Partner Leader, you'll drive Verkada's Federal revenue growth through new and existing channel partners. Working closely with the Head of Federal and the Federal sales team, you'll build and execute the partner strategy that surfaces new business across a nationwide portfolio of Federal partners and geographies, with the goal of sourcing 50% of Federal revenue through the channel. You'll manage a large portfolio of Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans that tie directly to the Federal Division's goals. This is an individual contributor role. It requires hands-on execution and with a focus on deal registrations and booked revenue against Federal Division targets. Close collaboration with Sales, Marketing, and Verkada's corporate Partner team is essential to your success and to the health of our Federal channel business. What You’ll Do Own, manage, and grow Verkada's Federal channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners. Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership, to drive long-term, mutual business growth. Partner with the Federal sales team to identify, develop, and close strategic opportunities across Federal Civilian and Department of War customers. Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets. Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada. Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals. Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams. Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce. Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities. Requirements 10+ years selling into or supporting the U.S. Federal Government market. Proven success managing Federal reseller, VAR, distribution, or channel partner relationships. A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent. Experience building executive relationships with stakeholders ranging from front-line sales teams 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 org…