Head of Federal Channel

About the Role

As our Head of Federal Channel, you'll drive Verkada's Federal revenue growth through new and existing channel partners. This is a 100% channel-focused role, you will not carry a direct sales territory. This role goes beyond traditional channel management, it requires building enablement programs from scratch and driving internal alignment with existing distribution partners.

You'll work closely with the Head of Federal and their team to build and execute the partner strategy that surfaces new business across a nationwide portfolio of Federal partners and geographies. Your success is directly tied to the Head of Federal's revenue target, with a goal of sourcing 50% of Federal revenue through the channel.

You'll manage a large portfolio of Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans that tie directly to the Federal Division's goals.

This is an individual contributor role. It requires hands-on execution and a focus on deal registrations and booked revenue against Federal Division targets. Close collaboration with Sales, Marketing, and Verkada's corporate Partner team is essential to your success and to the health of our Federal channel business.

What You'll Do

• Own, manage, and grow Verkada's Federal channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners.
• Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership, to drive long-term, mutual business growth.
• Partner with the Federal sales team to identify, develop, and close strategic opportunities across Federal customers.
• Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets.
• Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada, including clearly communicating partner economics (e.g., protected margin, deal registration value) to drive the right partner behavior.
• Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals.
• Drive enablement and accountability across distribution partners, including close collaboration with internal teams managing key distributor relationships to accelerate program execution.
• Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams.
• Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce.
• Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities.

What You Bring

• 10+ years selling into or supporting the Federal Government market.
• Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
• A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
• Demonstrated ability to hold partners accountable to commitments, not just cultivate relationships, comfort with direct, sometimes difficult conversations when partners aren't performing.
• Experience building executive relationships with stakeholders ranging from front-line sales teams to C-level leadership.
• Strong command of channel sales strategies, partner programs, and Federal procurement processes.
• Experience influencing and driving results across cross-functional teams and internal partners without direct authority.
• Highly organized, with the ability to manage competing priorities, execute independently, and consistently hit deadlines.
• Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
• Excellent verbal, written, and presentation skills.
• Willingness and ability to travel up to 50% nationally.

US Employee Benefits