# Head of Federal Channel at Verkada

> Grow Federal revenue by managing channel partners and building partner enablement programs from scratch.

- Company: Verkada
- Location: Washington, D.C. United States
- Places: Washington, United States
- Posted: 2026-08-07
- Team: Federal Channel
- Reports to: Head of Federal
- Apply: https://job-boards.greenhouse.io/verkada/jobs/5207125007
- Page: https://ye.saranatour.dev/jobs/head-of-federal-channel-verkada-kn7cc4j1x4fn0caynt1h55dbnh8hn1fb

## The posting

Head of Federal Channel
Verkada · Washington, D.C. United States

### **Who We Are**

Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.

We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), [a $5.8B valuation](https://www.cnbc.com/2025/12/03/verkada-capitalg-valuation-security.html), more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it.

You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries.

### 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 initiativ