Senior Manager, Channel Partnerships

Summary

Join Vanta as a Sr. Manager, Channel Partnerships (VARs) and lead the go-to-market strategy and team execution across the critical partner segment. This high-impact leadership role focuses on building and scaling the business with major resellers. You will manage a team of Strategic Channel Managers, develop the reseller strategy across North America and APAC, build executive relationships with key VAR partners, and align cross-functionally with various teams. The role involves owning top-line team goals, partnering with RevOps and Systems, providing team coaching and support, and playing a key leadership role in shaping the future of Vanta’s channel program. Success requires 6–10 years of experience in channel sales, strategic partnerships, or business development, with at least 2+ years of direct team management experience and a proven track record of working with large value-added resellers in the security or compliance space.

Requirements

• 6–10 years of experience in channel sales, strategic partnerships, or business development, with at least 2+ years of direct team management experience
• Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
• Deep understanding of reseller sales cycles, incentive models, and co-sell motions
• Strong track record of building, managing, and developing high-performing channel teams
• Excellent cross-functional collaboration skills, especially with Sales, RevOps, Marketing, and Executive stakeholders
• Comfortable in a fast-moving, high-growth environment with a strong bias toward action

Responsibilities

• Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through VARs
• Define and execute our reseller strategy across North America and APAC, collaborating with our EMEA leadership for global alignment
• Develop strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
• Align cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support your team in driving performance
• Own top-line team goals for partner-sourced revenue, pipeline generation, and partner activation
• Partner with RevOps and Systems to ensure clear tracking, attribution, and operational scalability
• Provide coaching and support for team members, while driving accountability and execution consistency
• Play a key leadership role in shaping the future of Vanta’s channel program and go-to-market approach with strategic resellers

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