Channel Sales Manager, Japan

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 , 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 we continue to expand our presence across Japan, we’re hiring an additional Channel Sales Manager to join our growing local team. This role is a key part of scaling Verkada’s reach in the region through strategic reseller and integration partners. This role is based in Japan and requires regular travel across the country to support partners, customers, and team initiatives. Our mission is clear: to protect people and places in a privacy-sensitive way. Verkada’s cloud-based technology is transforming physical security across industries like retail, education, manufacturing, healthcare, and more. In this role, you’ll work alongside our existing Channel Sales Managers to drive pipeline, strengthen partner relationships, and execute initiatives that grow Verkada’s footprint in Japan. If you have a strong background in channel sales or partner management in Japan, we want to hear from you. What You’ll Do Drive Net New Pipeline: Proactively identify and generate pipeline with new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities across Japan. Execute Regional Channel Strategy: Build and manage a focused partner business plan that aligns with Verkada’s overall Japan go-to-market objectives and quarterly sales targets. Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability. Collaborate Cross-Functionally: Work with Verkada’s internal sales, marketing, and pre-sales teams to deliver joint activities such as partner events, demand generation campaigns, and customer-facing initiatives. Lead with Insight: Conduct regular QBRs and performance reviews with partners to align on goals, track success, and identify growth opportunities. Strengthen the Channel Ecosystem: Influence partner sales teams to prioritise Verkada in key deals and business planning. Share field insights to improve channel programs, tools, and incentives. Drive Awareness and Demand: Represent Verkada at regional in-person and virtual events to build brand awareness, strengthen relationships, and grow the partner community in Japan. Operate Strategically and Tactically: Own the full lifecycle of partner engagement in Japan—from onboarding and enablement to pipeline development and revenue realization. What You Bring Experience & Success: 5+ years in channel sales or partner management with a strong track record of building new business through security integrators, IT VARs, or related reseller networks. Recognition such as President’s Club is a plus. Strategic & Creative Thinking: A structured, process-driven approach complemented by innovative thinking to create scalable, partner-focused initiatives. Relationsh