Internal Channel Enablement Lead

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 The Internal Channel Enablement Lead is a strategic, cross-functional role dedicated to optimizing the performance of our internal Go-To-Market (GTM) teams as they engage with the partner ecosystem. Unlike partner-facing enablement, this role focuses inward—ensuring our Channel Sales Managers (CSMs) and sales teams have the tools, knowledge, and processes to be highly productive, and ensuring the broader sales organization understands how to leverage partners to win deals. You will be the architect of the internal "Partner Playbook," managing the end-to-end journey of our CSMs from initial onboarding to continuous professional development. What You’ll Do CSM Onboarding & Productivity End-to-End Onboarding: Design and lead the ramp to revenue program for new Channel Sales Managers, ensuring they understand our ecosystem, internal systems, and partner engagement models. Performance Coaching: Identify productivity gaps within the CSM team and develop targeted enablement interventions to improve partner recruitment, activation, and management metrics. Internal Resource Design: Create and maintain assets (playbooks, guides, and "How to Partner" cheat sheets) that streamline the CSM workflow. Internal Cross-Functional Alignment Program Rules Subject Matter Expert: Act as the primary internal authority on partner program rules, tiering, and incentives. Ensure all GTM teams (Sales, SEs, Marketing) are updated on changes to avoid channel conflict. Collaboration Frameworks: Build and manage the processes that allow Direct Sales and Channel Sales to co-sell effectively, ensuring clear Rules of Engagement (RoE). Feedback Loop: Serve as the "Voice of the CSM" to Product, Sales Ops, and Marketing teams, ensuring that new content, tools, and programs include the necessary internal training and resources for channel success. Strategic Program Management NPI Integration: Lead the internal rollout of New Product Introductions for the channel, ensuring the CSM force knows how to position these updates through partners. Change Management: Manage the internal communication strategy for any shifts in partner strategy, ensuring a unified message across the organization. Reporting & Analytics: Track and report on the time to ramp for new CSMs and the correlation between enablement initiatives and internal channel quota attainment. Tactical Execution Training Facilitation: Host regular internal "Channel Clinics" and workshops to keep the GTM team sharp on partner-led motions. Project Leadership: Scope and execute Tier 1 enablement requests from Sales Leadership, developing full project plans from pre-launch to post-launch assessment. What You Bring Experience: 5+ years in Internal Sales Enablement, Channel Operations, or Sales Training. Specific experience supporting an internal channel team is highly preferred. Communication: Ex