Partner Account Manager

Summary

Join Vanta as a Partner Account Manager in the EMEA region and manage existing channel partners to achieve renewal and upsell targets. This role involves driving net new upsell ARR, reducing churn, improving renewal rates, training partners on effective renewal and upsell strategies, collaborating with Channel Managers, conducting QBRs, building strong relationships with key partners, and effectively managing the sales pipeline. Success in this role requires 4+ years of experience in a similar role, excellent teamwork, a self-starting attitude, a customer-focused approach, operational experience, and understanding of IT Service Providers and the IT Channel. Vanta offers competitive salary and equity, comprehensive benefits including health, dental, vision, parental leave, wellness stipend, remote work stipend, commuter benefits, pension matching, and generous PTO. The company fosters a positive and inclusive work environment.

Requirements

• 4+ years of experience working in a Partnership Account Manager or Direct Account Manager role
• Excellent cross-functional team player that can execute and can contribute to strategy
• Highly driven self-starter that thrives in a dynamic environment
• True partner and customer- focused approach
• Experience in operations, with an ability to help create and organize business processes and systems
• Understanding and experience with IT Service Providers and the IT Channel

Responsibilities

• Drive net new upsell ARR in the EMEA region via a book of channel partners
• Reduce churn and improve renewal rates across your channel partner’s accounts
• Have a data-driven approach to identify high-churn risk accounts or accounts which are prime for upsell
• Train your partners on how the renew and upsell Vanta effectively
• Work hand-in-hand with your assigned Channel Manager for your partners, to ensure smooth transition of newly onboarded accounts
• Conduct QBRs with your key channel partners to identify areas of growth and opportunity
• Build deep one-to-one relationships with the c-suite across your key partners
• Build deep relationships with the client management teams across your key partners
• Manage your renewal and upsell pipeline effectively, reporting out commits, most likely and best cases to leadership

Benefits

• Industry-competitive salary and equity
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks paid parental leave for all new parents (birthing, non-birthing, and adoptive)
• Health & wellness stipend
• Remote workspace,internet and mobile phone stipend
• Commuter benefits, including bike to work scheme and tax commuter ticket scheme
• Pension matching
• 11 company paid holidays plus 25 days of PTO per year
• Virtual team building activities, lunch and learns, and other company-wide events!