Note: The job is a remote job and is open to candidates in USA. Picus Security is the leading security validation company, providing organizations with a clear picture of their cyber risk. The Channel Account Manager will play a pivotal role in growing and scaling the partner ecosystem across the Northeast, working directly with strategic partners and regional sales teams to drive pipeline generation and revenue growth.
Responsibilities
- Develop and execute a regional channel strategy aligned to Picus’ go-to-market objectives
- Build and manage relationships with strategic VARs, MSSPs, integrators, and reseller partners across the Northeast
- Drive partner-sourced pipeline generation, deal registration, and revenue growth
- Collaborate with regional sales teams on co-sell motions, account mapping, and deal execution
- Deliver sales and technical enablement for partner sales reps, SEs, and services teams
- Manage the Picus Partner Enablement Program and ongoing training initiatives
- Develop and execute joint GTM campaigns, partner events, webinars, and field marketing activities
- Manage MDF programs and support demand generation initiatives with partners
- Conduct QBRs, pipeline reviews, and regular business planning sessions with focus partners
- Build executive-level and field-level relationships within partner organizations
- Increase partner mindshare and strengthen Picus’ presence throughout the regional partner ecosystem
- Partner with Picus Sales to maintain accurate forecasting and pipeline tracking for partner opportunities
Skills
- 5+ years of channel sales, partner management, or account management experience
- Experience in cybersecurity and/or enterprise SaaS
- Proven track record of driving pipeline and revenue through strategic channel partnerships
- Strong relationships with leading security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar organizations
- Experience training and enabling partner sales and technical teams
- Strong communication, presentation, and relationship-building skills
- Ability to work independently and execute in a fast-paced, high-growth environment
- Willingness to travel throughout the Northeast region (~40%)
- Experience with Salesforce and channel sales processes preferred
Company Overview
Picus Security is the pioneer of Breach and Attack Simulation (BAS) and Adversarial Exposure Validation (AEV). It was founded in 2013, and is headquartered in San Francisco, California, USA, with a workforce of 201-500 employees. Its website is https://www.picussecurity.com.