Channel Sales Manager, Middle East

About the Role

As a Channel Sales Manager, you'll be pivotal in scaling Verkada's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth.

This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow Verkada’s presence in the Middle East.

What You’ll Do

In this role, you’ll be at the heart of Verkada’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own:

• Drive Net New Pipeline: Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities.
• Execute Regional Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets.
• Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels.
• Collaborate Cross-Functionally: Work closely with Verkada’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives.
• Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement.
• Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize Verkada in key deals and business planning efforts. Leverage insights from the field to recommend improvements to Verkada’s channel tools, incentives, and partner program offerings.
• Drive Awareness and Demand: Lead and participate in regional in-person and virtual events to grow Verkada’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders.
• Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization.
• This role requires regular travel, estimated to be more than 25% 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

• Local to Dubai: Must reside in Dubai and be open to 50% travel as well as being present in our Verkada office from time to time (for example end of quarter Sales Kick Off meetings in London).
• Experience & Success: 7+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners, 5 years of which are managing the Middle East partner region. Ideally having worked with creating channels from inception or early stage development.
• Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives.
• Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership. Proven examples of working with C-Level within leading Partners in the Middle East. A strong network of partner contacts is expected.
• Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools.
• Clear Communicator: Excellent presentation skills and the ability to engage at scale across Channel partners. Strong verbal and written communication skills with sharp attention to detail and a professional presence.
• Budget Management: Proven ability to leverage market development funds to drive accelerated revenue growth.
• Languages: Fluent in English and Arabic speaking would be a plus