Picus Security

Channel Account Manager

Posted 2 Days Ago

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3 Locations

In-Office or Remote

Senior level

Security • Cybersecurity

The Role

Drive partner ecosystem growth across the Northeast by building and managing VAR, MSSP, integrator, and reseller relationships. Execute regional channel strategy, enable partner sales and technical teams, run joint GTM campaigns, manage MDF and partner training, drive partner-sourced pipeline and revenue, collaborate on co-sell deals and forecasting, and conduct QBRs and business planning with focus partners.

Summary Generated by Built In

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, the leading security validation company, gives organizations a clear picture of their cyber risk based on business context. Picus transforms security practices by correlating, prioritizing, and validating exposures across siloed findings so teams can focus on critical gaps and high-impact fixes. With Picus, security teams can quickly take action with one-click mitigations to stop more threats with less effort.

The Picus Security Validation Platform easily reaches across on-prem environments, hybrid clouds and endpoints coupled with Numi AI to provide exposure validation.

The pioneer of Breach and Attack Simulation, Picus delivers award-winning threat-centric technology that allows teams to pinpoint fixes worth pursuing, offering a 98% recommendation in Gartner Peer Review.

About the Role

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 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 Northeast 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.

Skills Required

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 (e.g., GuidePoint, Optiv, SHI, Presidio)
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
Willingness to travel throughout the Northeast region (~40%)

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The Company

HQ: San Francisco, California

234 Employees

Year Founded: 2013

What We Do

Picus Security is the pioneer of Breach and Attack Simulation (BAS). The Picus Complete Security Control Validation Platform is trusted by leading organizations worldwide to continuously validate the effectiveness of security controls against cyber-attacks and supply actionable mitigation insights to optimize them. Picus has offices in North America, Europe and APAC and is supported by a global network of channel and alliance partners. The company is dedicated to helping security professionals become more threat-centric and via its Purple Academy offers free online training to share the latest offensive and defensive cybersecurity strategies. Find more here: https://www.picussecurity.com/