Channel Solutions Engineer - Partner Enablement | Verkada NEW

The Briefed; San Mateo (CA); On-site; USD 160,000 - 210,000; Full time

Benefits offered by this job

Competitive salary

Travel opportunities

Health insurance

Commuter benefits

Professional development

Job summary

Verkada seeks a Channel Solutions Engineer to act as a trusted technical advisor across our product suite, including video security, access control, and IoT. You will train and enable technical pre-sales teams across reseller partners and IT integrators, partnering with Channel Sales to drive revenue and joint solutions.

Frequent travel (>50%) is required to lead hands-on partner training, participate in industry events, and translate complex tech into clear business goals for partners and

Qualifications

• 6+ years of experience as a Sales Engineer or Solution Architect in a channel-facing role.
• Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Networking, IT Security, or equivalent practical experience.
• Deep knowledge of channel sales motions, IT resellers, physical security integrators, installers, and service attachment models.
• Strong technical foundation in IT infrastructure, IP networking, cloud architecture, and network security.
• Excellent ability to translate complex technical topics into clear business goals for executives and partners.

Responsibilities

• Articulate the value and architecture of Verkada’s full product suite to partners and installers.
• Build, own, and deepen strategic relationships with technical pre-sales engineers and solution architects across partner organizations.
• Develop GTM strategies and joint solutions with partner ecosystems and value-added service attachments.
• Collaborate with Channel Sales Managers to accelerate partner upsell/cross-sell and drive regional revenue growth.
• Design, launch, and execute enablement programs; represent Verkada at industry and partner conferences.
• Travel >50% to conduct hands-on partner training and business alignment meetings.

Skills

Channel enablement

Pre-sales enablement

Solution architecture

Cloud architecture

Networking basics

Education

Bachelor's degree in CS/CE/IT

Job description

As a Channel Solutions Engineer, you will serve as the trusted technical advisor and subject matter authority across Verkada’s full suite of physical security products—including video security, access control, air quality sensors, alarms, intercoms, and visitor management. In this strategic, high-impact role, you will enable and train technical pre-sales teams across top reseller partners, IT integrators, and installers. Partnering closely with Verkada Channel Sales Managers, you will drive partner wallet share, architect joint solutions, build technology offerings into partner GTM motions, and ensure partner pre-sales engineers become dedicated Verkada advocates.

Key Responsibilities

Partner Technical Enablement & Mindshare Expansion

• Technical Subject Matter Authority: Articulate the value-added benefits and hybrid cloud architecture of Verkada’s full product suite to top reseller partners, physical security integrators, and IT installers.
• Pre-Sales Partner Relationships: Build, own, and deepen strategic relationships with technical pre-sales engineers, solution architects, and technical leaders across top partner organizations.
• GTM Strategy & Joint Solutions: Develop business strategies around vertical use cases, building Verkada’s technology offerings directly into partner go-to-market motions and value-added service attachments.
• Channel Sales Collaboration: Partner closely with Verkada Channel Sales Managers to accelerate partner upsell/cross-sell effectiveness and drive regional revenue growth.

Industry Thought Leadership & Program Execution

• Program Design & Launch: Design, launch, and execute technical enablement programs internally and externally in coordination with alliance partners.
• Industry & Conference Presence: Represent Verkada at strategic industry and partner conferences, presenting thought leadership on Physical Security (PhySec), IoT systems, and network security trends.
• Field Travel & Partner Engagements: Maintain frequent travel (>50%) to conduct hands-on partner training, strategic customer/partner sessions, and business alignment meetings.

Requirements

Technical Competencies & Channel Ecosystem Experience

• Experience Track: 6+ years of experience as a Sales Engineer or Solution Architect, preferably operating in a channel-facing or channel enablement capacity.
• Education: Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Networking, IT Security, or equivalent practical experience.
• Channel Ecosystem Understanding: Deep knowledge of channel sales motions, IT resellers, physical security integrators, installers, and service attachment models.
• Infrastructure & Security Fundamentals: Strong technical foundation in IT infrastructure, IP networking fundamentals, cloud architecture, and network security.
• Communication & Alignment: Superb ability to break down complex technical topics and translate technical capabilities into clear business goals for executive and partner stakeholders.

Preferred Qualifications

• Industry certifications such as AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, Microsoft Azure, CISSP, or CSP.
• Direct hands-on background in Video Surveillance (VMS), Access Control systems, or enterprise IoT deployments.

Total Rewards & Benefits

• Compensation & Equity: Estimated annual On-Target Earnings ($160,000 – $210,000 USD) + sales incentives/commissions + Restricted Stock Units (RSUs) + discretionary bonuses.
• Healthcare & Wellness: Comprehensive medical, vision, and dental insurance (100% employer-covered premiums for employees and 80% for family under select plans), HSA with employer contributions, and expanded mental health support.
• Parental & Family Care: Paid parental leave policy alongside comprehensive fertility benefits.
• Onsite & Commuter Perks: Daily healthy lunches provided in office, commuter benefits, and professional development stipends.
• Time Off: Flexible PTO, personal sick time, paid company holidays, and firmwide extended holidays.