Channel Solutions Engineer

Summary

Join Verkada, a leader in cloud-based B2B physical security, as a Channel Solutions Engineer. You will enable and train Verkada’s channel partners on the value of their hybrid cloud approach to physical security, serving as a trusted technical advisor. This role requires deep technical expertise, sales acumen, and relationship-building skills to empower partners and expand market reach. You will be responsible for driving revenue growth from top strategic partners, developing relationships with technical pre-sale teams, and collaborating with Channel Sales Managers. The position demands a strong understanding of the physical security and IoT industry, including value-added services and the partner ecosystem. Up to 75% travel is required.

Requirements

• Entrepreneurial, energetic, and positive attitude with a strong desire to learn
• 6+ years of experience as a Sales Engineer or Solution Architect, preferably in a channel facing capacity
• Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Information and Computer Technology, Networking, and IT Security from an accredited university
• Strong background in IT Infrastructure and network security fundamentals
• Strong understanding of channel sales and exposure to the partner ecosystem
• Proven track record of success in an Enterprise SE or Channel SE role
• Superb ability to break down complex technical topics and align technical capabilities to business goals
• Experience designing and launching programs both internally and in coordination with partner organizations
• Highly motivated, entrepreneurial, and enthusiastic with excellent follow-up and follow-through
• Strong communication, presentation, and organizational abilities
• Ability to multi-task, prioritize, and adapt in a fast-paced environment

Responsibilities

• Be the subject matter authority on the full Verkada suite of products and offerings and articulate the value-added benefits to Verkada’s reseller partners
• Drive increased revenue growth from Verkada’s top strategic partners through technical enablement, deepening relationships with technical stakeholders and ensuring Verkada stays top of mind for partner pre-sales engineers to ultimately enable more effective partner upsell and cross sell, gaining wallet share and mindshare
• Own and the develop the relationships with the technical pre-sale teams of Verkada’s top partners
• Partner closely with Verkada Channel Sales Managers to ensure partner engineers and architects are Verkada advocates
• Deep understanding of the industry, specifically with regards to value-added services and service attachment in the Partner ecosystem (IT Resellers, Physical Security Integrators, and Installers)
• Develop business strategies around use cases, verticals, and applications targeted at Verkada’s top partners. Help partners and alliances build Verkada’s technology offerings into their go to market motions
• Stay up to date on the PhySec and IoT industry by attending and presenting at strategic industry and partner conferences and providing thought leadership within the market
• Up to 75% travel required

Preferred Qualifications

Industry certifications are a plus: AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, Microsoft Azure, CISSP, and CSP

Benefits

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits