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<html><head></head><body><div>Channel Account Manager<br>Location: Flexible / Remote<br>Department: Sales &amp; Business Development<br>Reports To: Director of Channel Sales</div>
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<div>About Alcatraz&nbsp;<br>Alcatraz is transforming physical security with industry-leading autonomous access control powered by artificial intelligence. Our solutions deliver secure, frictionless, and privacy-focused authentication to enterprises worldwide.</div>
<div>As we continue expanding our global ecosystem of channel partners, we’re seeking a highly motivated and relationship-driven Channel Account Manager to accelerate partner growth, develop new routes to market, and increase new logo acquisition through strategic channel engagement.</div>
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<div>Role Overview<br>The Channel Account Manager (CAM) will play a critical role in driving Alcatraz’s revenue growth through the success of our channel partner network. You will be responsible for recruiting, enabling, and managing partners who influence and source new customer opportunities.</div>
<div>This role requires exceptional relationship-building skills, strong business acumen, and the ability to work cross-functionally to ensure partner success. Success will be measured by partner enablement activities, ecosystem expansion, partner-sourced pipeline creation, and new logo acquisition.</div>
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<div>Key Responsibilities<br>Partner Recruitment &amp; Activation<br>Identify, recruit, and onboard new channel partners aligned with Alcatraz’s strategic market focus.</div>
<div><br>Conduct partner onboarding sessions, product training, and enablement activities to ensure new partners are ready to source and support opportunities.</div>
<div><br>Partner Relationship Management<br>Develop strong relationships with partner sales, technical, and executive teams through regular touchpoints and business reviews.</div>
<div><br>Serve as the primary liaison for assigned partners, ensuring alignment on joint business goals and revenue targets.</div>
<div><br>Enablement &amp; Training<br>Deliver ongoing partner enablement sessions covering product updates, pricing, demo workflows, competitive positioning, and co-selling practices.</div>
<div><br>Maintain partner engagement and readiness through structured training programs and resources.</div>
<div><br>Pipeline Growth &amp; Co-Selling<br>Drive partner-sourced and partner-influenced pipeline by supporting partners in opportunity qualification, account strategy, and deal coordination.</div>
<div><br>Collaborate closely with Vertical Sales Directors to ensure smooth handoff and co-selling support for partner-originated opportunities.</div>
<div><br>Program &amp; Ecosystem Development<br>Promote channel programs, incentives, and SPIFFs to maximize partner engagement and new logo generation.</div>
<div><br>Support partner marketing efforts including webinars, events, and co-branded campaigns.</div>
<div><br>Performance Tracking &amp; Reporting<br>Maintain accurate partner activity, enablement logs, and opportunity data in HubSpot/CRM.</div>
<div><br>Track partner KPIs such as enablement sessions completed, pipeline created, and new logos sourced.</div>
<div><br>Operational Excellence<br>Ensure all partner quotes, pricing, and deal registrations adhere to published discount tiers and approval workflows.</div>
<div><br>Provide internal teams with insights on partner performance, market trends, and competitive intelligence.</div>
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<div>Qualifications<br>5+ years of channel sales, partner management, or indirect sales experience in B2B technology, SaaS, or physical security.</div>
<div><br>Proven track record of building and scaling channel partner relationships.</div>
<div><br>Strong understanding of channel sales motions, partner incentives, and indirect go-to-market strategy.</div>
<div><br>Ability to deliver effective partner training and communicate value propositions clearly.</div>
<div><br>Experience working cross-functionally with sales, marketing, and technical teams.</div>
<div><br>Strong CRM discipline (HubSpot preferred).</div>
<div><br>Excellent communication, presentation, and relationship-building skills.</div>
<div><br>Bachelor’s degree in Business, Marketing, Communications, or related field preferred.</div>
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<div>Why Join Us?<br>At Alcatraz, you’ll join a mission-driven team redefining the future of physical security and identity verification. You’ll work closely with a growing network of industry-leading partners and help shape the next generation of AI-driven access control.</div>
<div>If you’re passionate about building partnerships, driving new business, and making a measurable impact in a fast-paced environment, we want to hear from you.</div>
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Alcatraz AI

Channel Account Manager - East

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