Channel Account Manager - West

Lever, Inc.; San Francisco (CA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Picus Security is seeking a driven Channel Account Manager to grow and scale its partner ecosystem across the West region, with preferred locations in the SF Bay Area or Los Angeles. You will work with strategic partners, regional sales teams, and internal stakeholders to drive pipeline generation, deal registrations, and partner-sourced revenue, serving as the face of Picus in the field.

You will enable partners through joint go-to-market initiatives and co-sell execution, building strong

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 security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar.
• Experience training and enabling partner sales and technical teams.
• Excellent communication, presentation, and relationship-building skills.
• Ability to work independently in a fast-paced, high-growth environment.
• Experience with Salesforce and channel sales processes preferred.
• Willingness to travel throughout the West region (~40%).

Responsibilities

• Develop and execute a regional channel strategy aligned to go-to-market objectives.
• Build and manage relationships with VARs, MSSPs, integrators, and reseller partners across the West.
• Drive partner-sourced pipeline, deal registration, and revenue growth.
• Collaborate with regional sales teams on co-sell motions and deal execution.
• Deliver sales and technical enablement for partner reps, SEs, and services teams.
• Manage the 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 business planning with focus partners.
• Build executive-level relationships within partner organizations.
• Increase partner mindshare and Picus' presence in the regional ecosystem.
• Partner with Picus Sales to maintain forecasting and pipeline tracking.

Skills

Channel sales

Partner management

Enterprise SaaS

Sales enablement

Forecasting

Relationship building

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 is an exposure validation company. One platform proves what attackers can exploit and what your defenses stop, turning every exposure into a defensible decision, autonomously and at the machine speed today's AI threats demand.

Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.

The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.

The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.

About The Role

Picus is looking for a driven and strategic Channel Account Manager to help grow and scale our partner ecosystem across the West region. Preferred locations include the SF Bay Area or Los Angeles area.

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 West 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.