Regional Sales Manager, Channel (West)

<div class="content-intro"><h3><strong>Who We Are</strong></h3> <p>Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.<br><br>Over 30,000 organizations worldwide, including more than 100 companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees.</p></div><h2 data-start="285" data-end="302">About the Role</h2> <p data-start="304" data-end="731">As a <strong data-start="309" data-end="333">Channel Sales Leader</strong>, you’ll play a critical role in scaling Verkada’s national channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You’ll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada’s Regional Partner ecosystem across the West.</p> <p data-start="733" data-end="971">This is a people-first <strong>leadership role</strong> that blends strategy with hands-on execution. You’ll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.</p> <h2 data-start="973" data-end="990">What You’ll Do</h2> <p data-start="992" data-end="1148">You’ll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here’s what you’ll own:</p> <ul> <li data-start="1150" data-end="1411"><strong data-start="1150" data-end="1192">Lead Develop a High-Performing Team:</strong><br data-start="1192" data-end="1195">Lead, mentor, and coach a team of around 6–8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success.</li> <li data-start="1413" data-end="1677"><strong data-start="1413" data-end="1454">Drive Pipeline Forecast Excellence:</strong><br data-start="1454" data-end="1457">Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.</li> <li data-start="1679" data-end="1916"><strong data-start="1679" data-end="1717">Execute National Channel Strategy:</strong><br data-start="1717" data-end="1720">Partner with the Head of National Channel Sales to execute Verkada’s national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.</li> <li data-start="1918" data-end="2174"><strong data-start="1918" data-end="1956">Support Complex, High-Value Deals:</strong><br data-start="1956" data-end="1959">Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.</li> <li data-start="2176" data-end="2395"><strong data-start="2176" data-end="2210">Operational Rigor Reporting:</strong><br data-start="2210" data-end="2213">Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.</li> <li data-start="2397" data-end="2618"><strong data-start="2397" data-end="2431">Enable Continuous Improvement:</strong><br data-start="2431" data-end="2434">Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews ... (truncated, view full listing at source)