[Remote] Channel Account Manager
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