Channel Account Manager - Central

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 is an exposure validation company. One platform proves what attackers can exploit and what your defenses stop, turning every exposure into a defensible decision, autonomously and at the machine speed today's AI threats demand.
Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.
The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.
The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.

About The Role
Picus is looking for a driven and strategic Channel Account Manager to help grow and scale our partner ecosystem across the Central region.
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 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.