Channel Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Formulate and implement a regional channel strategy that aligns with Picus’ market objectives.

• Establish and nurture relationships with key VARs, MSSPs, integrators, and reseller partners.

• Propel partner-driven pipeline creation, deal registration, and revenue enhancement.

• Work in conjunction with regional sales teams on co-selling efforts, account mapping, and executing deals.

• Provide sales and technical training for partner sales representatives, SEs, and service teams.

• Oversee the Picus Partner Enablement Program and ongoing training efforts.

• Create and implement joint go-to-market campaigns, partner events, webinars, and field marketing initiatives.

• Manage MDF programs and assist in demand generation efforts alongside partners.

• Conduct quarterly business reviews, pipeline assessments, and routine strategic planning sessions with key partners.

• Develop relationships at both executive and field levels within partner organizations.

• Enhance partner engagement and fortify Picus’ presence within the regional partner ecosystem.

• Collaborate with Picus Sales to ensure accurate forecasting and pipeline management for partner opportunities.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales, partner management, or account management.

• Background in cybersecurity and/or enterprise SaaS is essential.

• Demonstrated success in generating pipeline and revenue through strategic channel collaborations.

• Strong connections with prominent security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or equivalent organizations.

• Experience in training and empowering partner sales and technical teams.

• Excellent communication, presentation, and relationship-building abilities.

• Capability to work autonomously and thrive in a fast-paced, high-growth setting.

• Familiarity with Salesforce and channel sales processes is preferred.

• Willingness to travel approximately 40% throughout the West region.

🏝️ Benefits

• Unlimited potential for career advancement and continuous professional development.

• Global exposure with opportunities to engage with customers worldwide.

• Operate within a globally distributed remote team.

• Commitment to equal opportunity employment.

• Reference and identity checks conducted in accordance with local labor laws and company policy.