Channel Development Associate

Summary

Join Vanta's Channel Development team as a Channel Development Associate and contribute to securing the internet and protecting consumer data. You will manage the partner acquisition process, integrate new channel partners, and increase Vanta's overall partner base. This role involves generating pipeline and closed/won ARR from new partners, cold outreach to potential partners, and mastering the process of identifying partner prospects using various tools. You will collaborate with other teams, work alongside the pre-sales team, and have a strong understanding of Vanta's value proposition. Success in this role requires B2B SaaS experience, preferably in a pipeline-generating sales role, and the ability to design and manage the Channel Recruitment Engine. Vanta offers competitive compensation and benefits, including comprehensive health insurance, parental leave, wellness stipends, 401(k) matching, flexible work hours and location, and an open PTO policy.

Requirements

• Have prior experience in B2B SaaS, preferably in a pipeline-generating Sales role
• Help us to design and manage our current Channel Recruitment Engine
• Be a self-starter who enjoys creating process and procedures for a scaling business
• Be highly empathetic to prospects as a strong brand representative for Vanta
• Have stellar problem solving skills, and an enthusiasm for making a large impact early on at a start-up

Responsibilities

• Generate pipeline and closed/won ARR from new Vanta partners
• Cold outreach to potential, inactive and dormant partners and follow up on warm partner prospects to pitch Vanta’s MSP offering
• Master the process of identifying partner prospects using tools like Salesforce, Cognism, LinkedIn and more
• Be structured and predicable in your multi-channel outreach approach, using tools like Outreach to aid your workflow
• Collaborate with Channel Marketing, Channel Enablement and Channel Operations to make you more effective in your role
• Work alongside the pre-sales team - AEs and Sales Leadership - to co-sell effectively with your new partners
• Have a strong understanding of Vanta’s value proposition and product
• Efficiently and gracefully counter prospective partner objections, as well as have excellent interpersonal & technical skills
• Be laser-focussed on using your time effectively and prioritising pipeline and revenue activities

Benefits

• Industry-competitive compensation
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks fully-paid parental Leave for all new parents
• Health & wellness and remote workplace stipends
• Family planning benefits through Carrot Fertility
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US