Internal Channel Enablement Lead

San Mateo, CA United States

Who We Are

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.

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.

About the Role

The Internal Channel Enablement Lead is a strategic, cross-functional role dedicated to optimizing the performance of our internal Go-To-Market (GTM) teams as they engage with the partner ecosystem. Unlike partner-facing enablement, this role focuses inward—ensuring our Channel Sales Managers (CSMs) and sales teams have the tools, knowledge, and processes to be highly productive, and ensuring the broader sales organization understands how to leverage partners to win deals.

You will be the architect of the internal "Partner Playbook," managing the end-to-end journey of our CSMs from initial onboarding to continuous professional development.

 
What You’ll Do
  • CSM Onboarding & Productivity
    • End-to-End Onboarding: Design and lead the ramp to revenue program for new Channel Sales Managers, ensuring they understand our ecosystem, internal systems, and partner engagement models.
    • Performance Coaching: Identify productivity gaps within the CSM team and develop targeted enablement interventions to improve partner recruitment, activation, and management metrics.
    • Internal Resource Design: Create and maintain assets (playbooks, guides, and "How to Partner" cheat sheets) that streamline the CSM workflow.


    Internal Cross-Functional Alignment
    • Program Rules Subject Matter Expert: Act as the primary internal authority on partner program rules, tiering, and incentives. Ensure all GTM teams (Sales, SEs, Marketing) are updated on changes to avoid channel conflict.
    • Collaboration Frameworks: Build and manage the processes that allow Direct Sales and Channel Sales to co-sell effectively, ensuring clear Rules of Engagement (RoE).
    • Feedback Loop: Serve as the "Voice of the CSM" to Product, Sales Ops, and Marketing teams, ensuring that new content, tools, and programs include the necessary internal training and resources for channel success.


    Strategic Program Management
    • NPI Integration: Lead the internal rollout of New Product Introductions for the channel, ensuring the CSM force knows how to position these updates through partners.
    • Change Management: Manage the internal communication strategy for any shifts in partner strategy, ensuring a unified message across the organization.
    • Reporting & Analytics: Track and report on the time to ramp for new CSMs and the correlation between enablement initiatives and internal channel quota attainment.


    Tactical Execution
    • Training Facilitation: Host regular internal "Channel Clinics" and workshops to keep the GTM team sharp on partner-led motions.
    • Project Leadership: Scope and execute Tier 1 enablement requests from Sales Leadership, developing full project plans from pre-launch to post-launch assessment.
What You Bring
  • Experience: 5+ years in Internal Sales Enablement, Channel Operations, or Sales Training. Specific experience supporting an internal channel team is highly preferred.
  • Communication: Exceptional ability to translate complex partner program rules into simple, actionable guidance for busy sales reps.
  • Stakeholder Management: Proven track record of influencing cross-functional leaders (Sales, Ops, Product) and navigating high-visibility projects.
  • Strategic & Tactical Balance: Ability to design a long-term enablement roadmap while simultaneously "getting in the weeds" to create slides, documentation, and training modules.
  • Organization: Mastery of project management tools and the ability to manage multiple workstreams (e.g., onboarding a new cohort while rolling out a new incentive program).
  • Adaptability: Resilient and agile in fast-changing environments; comfortable with ambiguity as partner programs evolve.

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
  • Professional development stipend
  • Wellness/fitness benefits
  • Healthy lunches provided daily
  • Commuter benefits

Additional Information

  • We do sponsor and take over sponsorship of employment visas for this role. If we make you an offer, we will make every reasonable effort to get you a visa.

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).

Estimated Annual Pay Range

$100,000 - $130,000 USD

Verkada Is An Equal Opportunity Employer

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.

Your application will be handled in accordance with our Candidate Privacy Policy. 

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