Alcatraz · 1 week ago
Channel Account Manager - West
United States
Full-time
Hybrid
Senior Level
5+ years expAlcatraz is transforming physical security with innovative AI-driven facial authentication technology. The Channel Account Manager will be responsible for recruiting, enabling, and managing partners to drive revenue growth and increase new customer opportunities through strategic channel engagement.
3D TechnologyArtificial Intelligence (AI)Computer VisionFacial RecognitionMachine LearningSecurity
Responsibilities
Identify, recruit, and onboard new channel partners aligned with Alcatraz’s strategic market focus
Conduct partner onboarding sessions, product training, and enablement activities to ensure new partners are ready to source and support opportunities
Develop strong relationships with partner sales, technical, and executive teams through regular touchpoints and business reviews
Serve as the primary liaison for assigned partners, ensuring alignment on joint business goals and revenue targets
Deliver ongoing partner enablement sessions covering product updates, pricing, demo workflows, competitive positioning, and co-selling practices
Maintain partner engagement and readiness through structured training programs and resources
Drive partner-sourced and partner-influenced pipeline by supporting partners in opportunity qualification, account strategy, and deal coordination
Collaborate closely with Vertical Sales Directors to ensure smooth handoff and co-selling support for partner-originated opportunities
Promote channel programs, incentives, and SPIFFs to maximize partner engagement and new logo generation
Support partner marketing efforts including webinars, events, and co-branded campaigns
Maintain accurate partner activity, enablement logs, and opportunity data in HubSpot/CRM
Track partner KPIs such as enablement sessions completed, pipeline created, and new logos sourced
Ensure all partner quotes, pricing, and deal registrations adhere to published discount tiers and approval workflows
Provide internal teams with insights on partner performance, market trends, and competitive intelligence
Qualification
Required
5+ years of channel sales, partner management, or indirect sales experience in B2B technology, SaaS, or physical security
Proven track record of building and scaling channel partner relationships
Strong understanding of channel sales motions, partner incentives, and indirect go-to-market strategy
Ability to deliver effective partner training and communicate value propositions clearly
Experience working cross-functionally with sales, marketing, and technical teams
Strong CRM discipline (HubSpot preferred)
Excellent communication, presentation, and relationship-building skills
Preferred
Bachelor's degree in Business, Marketing, Communications, or related field preferred
Company
Alcatraz
Alcatraz transforms how people move through their secure spaces.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$44.9MKey Investors
Almaz CapitalRay StataHCVC
2022-09-13Series A· $25M
2021-04-27Series Unknown· $6.1M
2020-04-15Series Unknown· $8M
Leadership Team
Tina D'Agostin
Chief Executive Officer, Co-Founder
Kasia Hanson
Vice President of Strategic Partnerships
Recent News
BiometricUpdate.com
2025-10-03
Company data provided by crunchbase