Picus Security

• 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

• Work as part of a passionate, purpose driven, high performance sales team who love what they do and thrive on achieving success within a great work environment • Generate new business opportunities through both pre-qualified meetings, problem-solving and your own prospecting • Work closely with partners to create joint plans, generate pipeline and drive opportunities to closure • Drive business growth and expansion by developing and executing a business plan to attain predetermined goals and quotas • Remain in regular contact with your prospects through active listening and effective discovery processes, develop a deep understanding of customer’s businesses, helping to diagnose their compensation pain-points and prescribe our available solutions • Collaborate with internal teams, including, Pre-Sales, Product, Marketing, Support, Customer Success to deliver the sales plan and Picus vision • Manage your opportunity pipeline and revenue forecast by leveraging our CRM system • Work with solution providers such as resellers, service providers and integrators • Continuous curiosity! Stay current with industry changes and trends to build expertise in cybersecurity

• Act as the primary People & Culture partner for Sales, Solution Architects, Marketing, Customer Value Office and Revenue Operations leaders • Own the end-to-end employee lifecycle for GTM teams, including onboarding, engagement, development and offboarding • Translate GTM business strategy into clear people priorities, ensuring talent, organization design and leadership capability evolve alongside the business • Partner with GTM leaders on organizational design, role clarity, hiring plans, internal mobility and team structures that support scalable growth across regions • Provide clear perspectives and recommendations on talent and organizational decisions, helping leaders navigate complexity with confidence • Coach and challenge GTM leaders on performance management, leadership effectiveness and complex people situations, strengthening accountability, team effectiveness and leadership capability • Lead talent reviews and development planning for GTM teams, enabling high performance through coaching and targeted leadership and development initiatives • Identify organizational risks and opportunities early through data, signals and trend analysis and proactively provide recommendations for continuous growth • Partner with Finance and GTM leadership on compensation and commission structures to ensure plans support business goals and drive the right activities

• Work as part of a passionate, purpose driven, high performance sales team who love what they do and thrive on achieving success within a great work environment • Generate new business opportunities through both pre-qualified meetings, problem-solving and your own prospecting • Work closely with partners to create joint plans, generate pipeline and drive opportunities to closure • Drive business growth and expansion by developing and executing a business plan to attain predetermined goals and quotas • Remain in regular contact with your prospects through active listening and effective discovery processes, develop a deep understanding of customer’s businesses, helping to diagnose their compensation pain-points and prescribe our available solutions • Collaborate with internal teams, including, Pre-Sales, Product, Marketing, Support, Customer Success to deliver the sales plan and Picus vision • Manage your opportunity pipeline and revenue forecast by leveraging our CRM system • Work with solution providers such as resellers, service providers and integrators • Continuous curiosity! Stay current with industry changes and trends to build expertise in cybersecurity

• Act as the primary People & Culture partner for Sales, Solution Architects, Marketing, Customer Value Office and Revenue Operations leaders • Own the end-to-end employee lifecycle for GTM teams, including onboarding, engagement, development and offboarding • Translate GTM business strategy into clear people priorities, ensuring talent, organization design and leadership capability evolve alongside the business • Partner with GTM leaders on organizational design, role clarity, hiring plans, internal mobility and team structures that support scalable growth across regions • Provide clear perspectives and recommendations on talent and organizational decisions, helping leaders navigate complexity with confidence • Coach and challenge GTM leaders on performance management, leadership effectiveness and complex people situations, strengthening accountability, team effectiveness and leadership capability • Lead talent reviews and development planning for GTM teams, enabling high performance through coaching and targeted leadership and development initiatives • Identify organizational risks and opportunities early through data, signals and trend analysis and proactively provide recommendations for continuous growth • Partner with Finance and GTM leadership on compensation and commission structures to ensure plans support business goals and drive the right activities

• Lead and oversee global compliance programs (ISO/IEC 27001, 22301, 27701, 20000-1, SOC 2, NIST CSF, CSA STAR) to maintain continuous audit readiness • Plan and execute risk-based IT and internal audits, with a strong focus on secure SDLC, software engineering processes, cloud infrastructure, and AI security domains • Evaluate and enhance the effectiveness of security and governance controls, driving continuous improvement across policies and processes • Contribute to RFPs and security questionnaires with accurate and strategic security and compliance input • Manage audit and security vulnerability findings end-to-end, ensuring sustainable remediation and measurable control improvements • Actively support the Third-Party Risk Management (TPRM) program by participating in SaaS security assessments and vendor due diligence • Define and track key audit and compliance metrics, reporting insights to leadership and relevant stakeholders • Assess the risk and privacy impact of emerging technologies (AI, ML, and automation), guiding engineering teams on secure adoption practices.

• Analyze problems, solve the unsolvable, troubleshoot and formulate solutions to resolve customer issues with minimal supervision • Use your exceptional product knowledge to research and identify improvements for our pioneering platform • Take ownership of issues and drive them to resolution • Develop creative solutions to problems and prove them out in a lab environment • Work with Product Development and Product Management to ensure products are implemented in ways that meet customer requirements • Participate in knowledge-sharing via documentation creation, training, and mentoring. • Operational management and gate point for new releases • Identify the potential pattern of issues observed in the field and take the lead in documenting, reporting, and tracking these issues to resolution • Help guide the customer through the process of familiarizing themselves with the Picus software • Work with security technologies, including NG Firewalls, IPS, WAF, EDR, DLP, and SIEM solutions, to assess each cybersecurity technology’s responses to Picus Products • Regularly contribute to technical documentation

• Work as part of a passionate, purpose-driven, high-performance sales team who love what they do and thrive on achieving success within a great work environment. • Take full ownership and manage the sales territory across the CIS and Eastern Europe (EEUR) regions. • Travel frequently across the CIS and EEUR regions to build strong relationships with clients, partners, and prospects. • Generate new business opportunities through both pre-qualified meetings, problem-solving, and your own prospecting. • Work closely with partners to create joint plans, generate pipeline, and drive opportunities to closure. • Drive business growth and expansion by developing and executing a business plan to attain predetermined goals and quotas. • Remain in regular contact with your prospects through active listening and effective discovery processes, develop a deep understanding of customers’ businesses, helping to diagnose their compensation pain-points and prescribe our available solutions. • Collaborate with internal teams, including Pre-Sales, Product, Marketing, Support, and Customer Success to deliver the sales plan and Picus vision. • Manage your opportunity pipeline and revenue forecast by leveraging our CRM system. • Work with solution providers such as resellers, service providers, and integrators. • Continuous curiosity! Stay current with industry changes and trends to build expertise in cybersecurity.

• Support Enterprise Account Executives with solution selling into the prospect account base • Build long-lasting relationships with technical contacts within Partners and Distributors • Work with partners and distributors to enhance their technical excellence and knowledge of the Picus Security Platform • Drive prospect engagements to achieve a technical win • Partner with sales executives to plan, prepare, and execute strategic deals in complex sales cycles • Cultivate lasting relationships with key decision-makers and stakeholders, positioning Picus as an essential part of their security solutions and proactively addressing their evolving needs. • Lead the technical onboarding and engagement process, enhancing customer proficiency and loyalty through the Picus platform. • Continuously assess customer health, initiating strategic actions with internal teams and partners to showcase Picus's unique value and effectively meet customer needs. • Act as a trusted advisor to craft strategic growth plans, ensuring customer loyalty and retention, and unlocking opportunities for upsell and cross-sell to achieve zero churn. • Model the business case associated with each sales opportunity • Successfully match customer pain/requirements to proposed solutions • Create and deliver powerful presentations and demos that communicate the uniqueness of the value proposition to meet the customers’ requirements • Quarterback RFP responses and coordinate with the proper internal resources • Effectively communicate client needs to the R&D teams for future product enhancements • Keep up to date on competitors’ products in the market and provide feedback and input to product marketing on roadmap requirements and product direction • Manage POC project deliverables and timelines, and shorten the sales cycle where possible • Build winning relationships with external customers/prospects, resellers, and internal departments

• Refine and scale core customer success processes such as onboarding, adoption planning, platform expansion, health monitoring, and quarterly business reviews • Partner with customers and internal stakeholders to drive product adoption, demonstrate value realization, and identify expansion opportunities • Lead customer advocacy initiatives including case studies, reference calls, and participate in customer advisory boards • Collaborate with Sales, Product, and Support teams to ensure seamless customer experience and resolution of escalations • Provide customer-driven feedback on product enhancements and feature requests • Willing to travel within the US for on-site customer meetings, training sessions, and key industry events