Director of Channel Strategy and Operations

Overview

We are seeking a dynamic, entrepreneurial-minded leader to join our team as the Director of Channel Strategy and Operations. In this pivotal role, you will have the unique opportunity to develop and build our channel strategy from the ground up and optimize the operational efficiency of our partner program. In the role, you will work closely with our Channel, Sales, Marketing and Operations teams to deliver a best in class partner experience and ecosystem. You will be part of the broader Sales Strategy and Operations team which spans across all GTM functions.

Responsibilities

• Channel Strategy Development: Be a key driver in developing and executing our channel strategy, propelling Verkada's growth trajectory. Discover untapped market opportunities, assess potential channel partnerships, and devise strategies to expand Verkada's channel presence, ensuring that we stay ahead of the curve.
• Channel Partner Management: Build strong relationships with our valued channel partners, including system integrators, distributors, resellers, and value-added partners. Collaborate closely with our Sales and Channel teams to identify and onboard new partners who share our vision, ensuring they are aligned with Verkada's product portfolio and target customer segments.
• Channel Program Optimization: Continuously evaluate and enhance the effectiveness of our channel program, pushing boundaries to exceed expectations. Develop and implement partner training programs, sales enablement resources, partner tiering and co-marketing initiatives to ignite partner success and fuel rapid revenue growth. Partner with our development team to build best in class tools that all enable our partners to seamlessly engage, report, and transact with Verkada.
• Performance Measurement and Reporting: Establish key performance indicators (KPIs) that serve as guiding stars for both our channel partners and our own team. Regularly generate insightful reports to track progress, uncover trends, and make data-driven recommendations for program optimization, empowering us to stay ahead of the competition.
• Cross-Functional Collaboration: Embrace our collaborative culture and work closely with internal stakeholders, including Sales, Channel, Marketing, and Operations teams. Together, we will align channel strategies with our broader organizational goals, fostering a supportive environment that propels both Verkada and our partners to extraordinary heights.

Requirements

• Proven experience in developing and executing successful channel strategies within the technology or security industry, ideally within a startup environment.
• Demonstrated ability to foster and nurture strong relationships with channel partners, empowering them to thrive and drive mutual success.
• High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership.
• Raw smarts: we are looking for people who can look at complex problems and solve them start to finish.
• Process and operational thinking: you can tackle a problem independently and quickly iterate to a solution, and then also document it in a way that's easy to understand for all audiences.
• Analytical mindset, leveraging data and market insights to make informed decisions and optimize channel program performance, even in the face of uncertainty.
• Outstanding organizational skills, enabling you to juggle multiple projects simultaneously and thrive in a dynamic, agile setting.
• Bachelors or masters from a top school preferred.