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

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%)

Channel Account Manager

Key skills