Channel Account Manager

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

📋 Description

• Create and implement a regional channel strategy that aligns with Picus’ market entry goals.

• Establish and nurture relationships with key VARs, MSSPs, integrators, and reseller partners in the Northeast region.

• Facilitate partner-driven pipeline generation, deal registration, and revenue enhancement.

• Collaborate with regional sales teams on co-selling strategies, account mapping, and deal execution.

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

• Oversee the Picus Partner Enablement Program along with ongoing training initiatives.

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

• Administer MDF programs and assist in demand generation efforts with partners.

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

• Cultivate executive-level and field-level relationships within partner organizations.

• Enhance partner mindshare and reinforce Picus’ visibility across the regional partner ecosystem.

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

⛳️ Requirements

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

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

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

• Established relationships with leading security-focused partners such as GuidePoint Security, Optiv, SHI International Corp., Presidio, or similar entities.

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

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

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

• Familiarity with Salesforce and channel sales processes is preferred.

• Willingness to travel throughout the Northeast region (approximately 40%).

🏝️ Benefits

• Unlimited opportunities for growth!

• Global exposure to diverse markets.

• Commitment to being an equal opportunity employer.