Channel Solutions Engineer

Verkada Inc.; Denver (CO); On-site; USD 160,000 - 210,000; Full time

Benefits offered by this job

Healthcare benefits

HSA / FSA options

Paid holidays & PTO

Wellness programs

Competitive compensation with OTE

Job summary

Verkada Inc. seeks a seasoned Channel Solutions Engineer to enable and train channel partners in physical security, IoT, and hybrid cloud solutions. You’ll be a trusted technical advisor, drive joint solution architectures, and help partners succeed with Verkada products.

You will build partner programs, lead pre-sales efforts, and travel frequently to engage customers and partners globally. Strong technical and sales acumen is essential.

Qualifications

• 6+ years of experience as a Sales Engineer or Solution Architect, preferably in a channel facing capacity.
• Bachelor's degree in a relevant IT field from an accredited university.
• Strong IT infrastructure and network security fundamentals.
• Deep understanding of channel sales and partner ecosystems.
• Proven track record in Enterprise SE or Channel SE roles.

Responsibilities

• Be subject matter authority on Verkada product suite and reseller value.
• Drive revenue growth through technical enablement with key partners.
• Own relationships with technical pre-sale teams of top partners.
• Collaborate with Channel Sales Managers to advocate for Verkada.
• Understand value-added services and partner-oriented solutions.
• Develop go-to-market strategies with partners and alliances.
• Stay current on PhySec and IoT trends; present at industry events.
• Be comfortable with frequent travel, domestic and international.

Skills

Channel Sales

Sales Engineering

Solution Architect

Enterprise SE

Pre-sales

Leadership

Education

Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Information and Computer Technology, Networking, and IT Security

Tools

AWS

CCNA

CCDA

CCNP

MCSE

CEH

Security+

A+

Network+

Microsoft Azure

CISSP

CSP

Job description

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 a seasoned Channel Solutions Engineer with experience in Physical Security, IoT Systems, Networking, Video Surveillance, and Access Control. This individual will enable and train Verkada’s channel partners on the value of our unique hybrid cloud approach to physical security. The Channel SE is a trusted technical advisor for Verkada partners and plays a critical role in driving technical enablement, joint solution architectures, partner services development, Verkada platform adoption, and integrations. This role combines deep technical expertise, sales acumen, strategic relationship building, and technical business development to empower partners to succeed with Verkada solutions and expand market reach.

What You’ll Do

• 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 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
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.

What You Bring

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

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• 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
• Wellness/fitness benefits
• Healthy lunches provided daily

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time

Annual Pay Range

At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)

Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).

$160,000 - $210,000 USD

As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Verkada’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.