Channel Account Manager - Northeast

About Picus Security

Picus Security is the leading security validation company, providing organizations with a clear picture of their cyber risk based on business context. Our platform correlates, prioritizes, and validates exposures across siloed findings, enabling security teams to focus on critical gaps and implement high-impact fixes. Picus delivers award-winning, threat-centric technology that helps pinpoint effective solutions, earning high recommendations from Gartner Peer Review. We are pioneers of Breach and Attack Simulation, offering a platform that spans on-prem, hybrid cloud, and endpoints, enhanced by Numi AI.

About the Role

We are seeking a driven and strategic Channel Account Manager to expand and scale our partner ecosystem across the Northeast region (preferred locations: New York, Boston, Philadelphia). This role is ideal for a results-oriented individual with an entrepreneurial spirit who thrives in dynamic environments. You will play a pivotal role in a fast-growing cybersecurity company, influencing the global adoption of our Complete Security Validation platform. You will work directly with strategic partners, regional sales teams, and internal stakeholders to drive pipeline generation, deal registrations, and partner-sourced revenue. As the face of Picus in the field, you'll enable partners to 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 perfect for someone who excels in a fast-paced, high-growth cybersecurity environment and understands how to cultivate strong, revenue-producing channel relationships.

What You’ll Do

• Develop and execute a regional channel strategy aligned with 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 key partners.
• Build executive-level and field-level relationships within partner organizations.
• Increase partner mindshare and strengthen Picus’ presence within 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 (e.g., GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar).
• 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 is preferred.
• Willingness to travel throughout the Northeast region (~40%).

Working at Picus

• Engage in fascinating work shaping an exciting, fast-growing cybersecurity segment (Security Validation).
• Benefit from unlimited career development opportunities driven by rapid company growth.
• Gain global exposure by working with customers worldwide.
• Be part of a global remote team tackling the Exposure Validation market.

Picus is an equal opportunity employer committed to diversity and inclusion. We may use AI tools to assist in the hiring process, but final decisions are made by humans.