Channel Account Manager

Channel Account ManagerAre you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!Picus Security, the leading exposure validation company, proves what attackers can exploit and what your defenses stop, then closes real gaps with ready-to-deploy fixes and revalidates to confirm at the machine speed that today's AI threats demand. The Picus Platform spans Picus Autonomous Penetration Testing, Picus Breach and Attack Simulation, and Picus Exposure Validation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously with human oversight. With 75+ integrations, it reaches across on-prem, hybrid cloud, and endpoint environments. Trusted by many Fortune 500 enterprises, Picus was named a 2025 Gartner Peer Insights Customers' Choice for Adversarial Exposure Validation and is recognized as an Innovation Leader in the Frost Radar for Automated Security Validation.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 DoDevelop and execute a regional channel strategy aligned to Picus' go-to-market objectivesBuild and manage relationships with strategic VARs, MSSPs, integrators, and reseller partners across the NortheastDrive partner-sourced pipeline generation, deal registration, and revenue growthCollaborate with regional sales teams on co-sell motions, account mapping, and deal executionDeliver sales and technical enablement for partner sales reps, SEs, and services teamsManage the Picus Partner Enablement Program and ongoing training initiativesDevelop and execute joint GTM campaigns, partner events, webinars, and field marketing activitiesManage MDF programs and support demand generation initiatives with partnersConduct QBRs, pipeline reviews, and regular business planning sessions with focus partnersBuild executive-level and field-level relationships within partner organizationsIncrease partner mindshare and strengthen Picus' presence throughout the regional partner ecosystemPartner with Picus Sales to maintain accurate forecasting and pipeline tracking for partner opportunitiesWhat You Have5+ years of channel sales, partner management, or account management experienceExperience in cybersecurity and/or enterprise SaaSProven track record of driving pipeline and revenue through strategic channel partnershipsStrong relationships with leading security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar organizationsExperience training and enabling partner sales and technical teamsStrong communication, presentation, and relationship-building skillsAbility to work independently and execute in a fast-paced, high-growth environmentExperience with Salesforce and channel sales processes preferredWillingness to travel throughout the Northeast region (~40%)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. Picus