Regional Channel Manager, Cybersecurity Partnerships

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

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.