Channel Account Manager

Picus; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Picus is seeking a driven Channel Account Manager to grow and scale our partner ecosystem in the Northeast. You will work with strategic VARs, MSSPs, integrators, and resellers, driving pipeline, deal registrations, and partner-sourced revenue.

In this remote role, you will enable partner sales and technical teams, coordinate with regional sales, and manage joint GTM campaigns and MDF programs. Travel ~40% is required as you build executive relationships.

Qualifications

• 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.
• Experience with Salesforce and channel sales processes preferred.
• Willingness to travel throughout the Northeast region (~40%)

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

Channel sales

Partner management

Account management

Enterprise SaaS

Sales enablement

Sales forecasting

Tools

Salesforce

Job description

Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!

About Picus

Picus Security, the leading security validation company, gives organizations a clear picture of their cyber risk based on business context. Picus transforms security practices by correlating, prioritizing, and validating exposures across siloed findings so teams can focus on critical gaps and high-impact fixes. With Picus, security teams can quickly take action with one-click mitigations to stop more threats with less effort.

The Picus Security Validation Platform easily reaches across on-prem environments, hybrid clouds and endpoints coupled with Numi AI to provide exposure validation.

The pioneer of Breach and Attack Simulation, Picus delivers award-winning threat-centric technology that allows teams to pinpoint fixes worth pursuing, offering a 98% recommendation in Gartner Peer Review.

About the Role

If you’re a results-driven person with an entrepreneurial mindset, who takes the initiative and thrives in a dynamic environment, then this is a great opportunity to play a pivotal role in a fast-growing cybersecurity company. You will be able to have a direct impact on the future of our business by helping to influence global adoption of our award-winning Complete Security Validation platform.

Picus is looking for a driven and strategic Channel Account Manager to help grow and scale our partner ecosystem across the Northeast region. Preferred locations include the New York, Boston, and Philadelphia areas.

In this role, you will work directly with strategic partners, regional sales teams, and internal stakeholders to drive pipeline generation, deal registrations, and partner-sourced revenue. You will serve as the face of Picus in the field, helping partners position, sell, and support Picus solutions through enablement, joint go-to-market initiatives, and co-sell execution.

This is a highly collaborative, field-facing role ideal for someone who thrives in a fast-paced, high-growth cybersecurity environment and understands how to build strong, revenue-producing channel relationships.

What You’ll Do

• 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

What You Have

• 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
• Experience with Salesforce and channel sales processes preferred
• Willingness to travel throughout the Northeast region (~40%)

Working at Picus

Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment. Security Validation is a concept that helps organizations evaluate their security posture in a continuous, automated, and repeatable way. This approach allows for the identification of imminent threats, provides recommended actions, and produces valuable metrics about cyber-risk levels.

Unlimited opportunity! We are growing. At Picus, you’ll be provided with as much responsibility as you can handle - new career development opportunities constantly arise given our rate of growth.

Global exposure - Get a lot of experience working not only in a fast-growing startup but also interact with customers all around the world.

Be part of a global remote team who is taking on Exposure Validation and a growing market segment.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, sex, race, color, national origin, religious belief, gender or gender reassignment, sexual orientation, marriage or civil partnership, pregnancy and maternity, disability, protected veteran status, or any other characteristic protected by International law. Upon conditional offer of employment, candidates are required to complete reference and identity checks in line with local labor laws and as per the Company’s employment policy.