Channel Solutions Engineer - Physical Security

As a Channel Solutions Engineer (Channel SE), you will serve as a trusted technical advisor, subject matter expert, and enablement lead for Verkada’s top strategic partners—including IT resellers, physical security integrators, and system installers. Combining deep technical expertise with strategic relationship-building and sales acumen, you will train partner pre-sales engineers on Verkada’s hybrid cloud platform, build joint solution architectures, drive partner service attachment, and expand mindshare across regional channel ecosystems.

Key Responsibilities

• Partner Technical Enablement: Serve as the primary technical authority for top reseller partners—delivering hands-on training, product deep-dives, and certification programs across the complete Verkada product suite.
• Mindshare & Revenue Growth: Partner closely with Verkada Channel Sales Managers to deepen relationships with partner pre-sales engineering teams, establishing Verkada advocacy to drive cross-sell and upsell opportunities.
• Joint Architecture & Go-to-Market (GTM): Develop technical use cases, vertical solution architectures, and service attachment models that enable partners to build Verkada into their core GTM service offerings.
• Ecosystem Relationship Management: Own technical pre-sales relationships across top IT resellers, physical security integrators, and installation partners.
• Thought Leadership & Industry Representation: Present at strategic partner conferences, trade shows, and industry summits—delivering market thought leadership across Physical Security (PhySec) and IoT domains.
• Field Travel & Execution: Travel 50%+ of the time to partner sites, customer demonstrations, regional training events, and corporate forums across domestic and international locations.

Requirements

Solutions Engineering & Channel Ecosystem Depth

• Experience Track: 6+ years of professional experience as a Sales Engineer, Solutions Architect, or Technical Partner Manager—preferably in a channel-facing role.
• Education: Bachelor’s degree in Computer Science, Computer Engineering, Information Technology, Computer Networks, IT Security, or equivalent practical field experience.
• Technical Foundations: Strong expertise in IT infrastructure, network security fundamentals (routing, switching, firewalls, VLANs), physical security systems, video surveillance, and access control platforms.
• Channel Ecosystem Knowledge: Deep understanding of channel sales dynamics, IT reseller economics, value-added services, and service attachment models within the partner ecosystem.
• Communication & Alignment: Exceptional presentation, whiteboarding, and organizational abilities with a proven track record of breaking down complex technical concepts for business stakeholders.
• Program Design & Execution: Experience designing, launching, and tracking joint technical programs across internal sales teams and external partner organizations.

Preferred Qualifications

• Industry-recognized technical and cloud certifications (e.g., AWS, CCNA, CCNP, CCDA, Azure, CISSP, CEH, Security+, Network+).
• Prior experience working within high-growth hybrid cloud security, IoT hardware, or enterprise SaaS channel networks.

Total Rewards & Benefits

• Compensation & Equity: Annual OTE range of $160,000 – $210,000 USD (base salary + sales incentives) + discretionary performance bonuses + RSU equity grants.
• 100% Covered Healthcare: Comprehensive nationwide medical, vision, and dental programs with 100% employer-covered premiums for employees (and 80% for family dependents). HSA/FSA plans included.
• Family & Mental Health: Expanded mental health coverage, paid parental leave, fertility benefits, wellness stipends, and professional development allowances.
• Commuter Benefits & Time Off: Flexible PTO, firmwide extended holidays, paid personal sick time, and monthly commuter support.