Director, Channel Sales EMEA

Overview

You will lead Verkada’s EMEA channel engine to accelerate partner-driven growth. You’ll build, coach, and scale a high-performing channel team across Europe, the Middle East, and Africa, partnering with direct sales and marketing to shape the go-to-market for the region. Your work will focus on expanding partnerships, driving above-quota results, and strengthening executive relationships with key partners to 5x the business over three years. This role combines strategic leadership with hands-on execution in a fast-paced, entrepreneurial culture.

Pay / Benefits

• Healthcare programs with potential full coverage for employee and family
• Private medical and dental coverage
• Paid parental leave and fertility benefits
• Retirement saving options
• Paid holidays and flexible PTO
• Wellness/fitness benefits

Responsibilities

• Lead and manage a team of EMEA Channel Sales Managers and a UK L1 to achieve quota
• Scale the team by hiring high-potential reps and retaining current staff
• Coach CSMs to build daily pipeline and ensure activity aligns with targets
• Collaborate with direct sales and marketing to define and implement the EMEA GTM and translate it into channel strategy
• Report on CSM activity and forecast to the VP of Global Channel Sales
• Oversee daily/weekly activities, pipelines, forecasts, and closed deals to maintain above-quota performance
• Coordinate regular pipeline reviews, trainings, and team meetings
• Cultivate executive relationships with key channel partners and drive growth within those partnerships
• Ensure strategic partners have clear business plans and accountability for delivery against the plan

Key requirements

• Directly led a high-performing channel team
• Channel management experience with Security Integrators and/or IT VAR reseller partners
• Demonstrated sales success (e.g., President’s Club) in high-volume environments
• Excellent presentation and listening skills
• Proven ability to hire, train, and coach CSMs to success
• Proven ability to forecast sales results
• 50% travel eligibility

• leadership
• coaching
• executive communication
• channel management
• sales forecasting
• stakeholder management

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