Channel Sales Manager, Sydney (NSW)

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

Verkada is seeking an ambitious, high-performing Channel Sales Manager (CSM) to shape, expand, and drive our channel and alliance footprint across New South Wales.

This is a high-visibility, co-selling, and partner-hunting role tasked with building out our NSW partner ecosystem to drive exponential growth. You will take end-to-end ownership of regional channel strategy, actively activating tier-1 Systems Integrators (SIs), top IT VARs, and regional distributors to generate net-new, partner-sourced enterprise deal registrations while displacing legacy, entrenched hardware incumbents.

Our mission is clear: to protect people and places in a privacy-sensitive way. Verkada’s cloud-based technology is transforming physical security across industries like healthcare, education, retail, government, and industrial infrastructure. In this role, you will bridge the gap between enterprise IT SaaS economics and physical security deployment, positioning Verkada into major multi-year RFPs, infrastructure master service agreements (MSAs), and large-scale enterprise projects across NSW.

Location & Travel

This position is based in Sydney, New South Wales, with regular travel across the state for partner enablement sessions, executive partner meetings, joint customer site walkthroughs, and channel ecosystem events, as well as occasional interstate or international travel.

While you have the flexibility to work remotely across NSW, you will have full access to Verkada’s workspace in Sydney, which we actively encourage our team to use for team collaboration, deal strategy, partner workshops, and joint customer engagements.

The Verkada Chanel Motion & Go-To-Market Engine

Our GTM channel engine combines executive alliance management, dedicated joint pipeline creation, field marketing support, structured sales execution, and strong co-selling leverage.

• Partner-Sourced Pipeline Generation: You work directly with partners, solution engineers, and business development teams to hunt net-new business, driving partner-sourced deal registrations as your primary commercial metric.
• Tier-1 SI & VAR Activation: You build and execute targeted account-mapping strategies with elite systems integrators, top national IT VARs, and strategic technology distributors to secure executive mindshare and elevate Verkada to preferred-vendor status.
• Early Infrastructure & RFP Influence: You engage partner consulting, pre-sales, and solution design teams early to get Verkada written into major enterprise and government project specifications prior to public tenders.
• AE Co-Selling Force Multiplier: You partner closely with Verkada Account Executives (AEs) to run structured joint-mapping sessions, aligning partner account managers with internal sales reps to scale market coverage across NSW.
• Bridging IT SaaS & Physical Security: Verkada’s unified, cloud-native platform replaces fragmented legacy systems. You enable IT VARs (who want software margins) with specialised installation ecosystems, while educating traditional integrators on recurring SaaS economics and Total Cost of Ownership (TCO) advantages.

What You’ll Do

• Territory Channel Strategy & Execution: Own, build, and execute a comprehensive channel business plan for New South Wales, prioritising key partner accounts and alliance ecosystems to consistently exceed quarterly and annual partner-attributed revenue targets.
• Partner-Sourced Deal Registration Acceleration: Actively co-sell with partner sales teams to identify, qualify, and register net-new enterprise opportunities, driving high deal velocity from initial lead to close.
• Executive Relationship & Alliance Building: Lead C-suite and VP-level meetings across the NSW partner community, cultivate internal Partner Champions, and build compelling business cases to secure long-term partner investment and mindshare.
• Joint Account Mapping & Field Execution: Drive structured joint-mapping sessions between partner sales teams and Verkada Enterprise AEs, executing targeted account-based marketing (ABM) campaigns and regional partner events across NSW.
• RFP & Project Specification Management: Engage partner architecture teams early to influence large-scale enterprise infrastructure designs and RFPs (hundreds to thousands of endpoints) well before public release.
• Ecosystem Installation Enablement: Connect high-volume IT VARs with specialised cabling and physical installation ecosystem partners to remove deployment friction and enable partners to own massive enterprise deals confidently.
• Partner Enablement & Operational Discipline: Drive disciplined partner portal adoption, deal registration accuracy, joint pipeline forecasting, and strong CRM hygiene aligned with enterprise channel sales methodology.
• Field Presence & Office Collaboration: Maintain an active presence in the field across NSW while utilising our Sydney office space to collaborate with regional teammates, partner leadership, and joint customer teams.

What You Bring

• Experience: 10+ years of quota-carrying channel sales, partner management, or alliance leadership experience within enterprise software, networking, cybersecurity, or cloud infrastructure, with a proven track record of driving partner-sourced pipelines.
• NSW Ecosystem Authority: 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.
• Hunter Mentality & Co-Selling Mastery: Demonstrated success actively hunting alongside partner sales reps to generate net-new deal registrations, rather than passively managing inbound partner portals or quote requests.
• Enterprise RFP & Project Capability: Track record of influencing large-scale infrastructure deployments, master service agreements (MSAs), and complex multi-stakeholder enterprise buying committees (CIO, CISO, Facilities, Procurement).
• Commercial & SaaS Acumen: Deep understanding of SaaS recurring revenue models, total cost of ownership (TCO) positioning, and hardware/software margin structures for partner business models.
• Cross-Domain Adaptability: Background in enterprise SaaS, networking/security, cloud platforms, or physical security. Ability to bridge the gap between pure-play IT VARs and traditional physical security integrators.
• Executive