Strategic Channel Manager

Summary

Join Vanta as a Strategic Channel Manager (VARs) and manage key reseller partnerships in the NAMER region, building and scaling the business within the security and compliance ecosystem. Develop strong executive relationships, build direct relationships with individual VAR sellers, and execute go-to-market strategies. Launch joint account mapping strategies, facilitate co-selling, enable and train partners, and proactively share insights to evolve Vanta's channel strategy. Manage your book effectively, providing regular updates on pipeline generation. This role requires strong executive relationships, deep understanding of reseller sales cycles, and excellent cross-functional teamwork. Vanta offers competitive compensation, comprehensive benefits, flexible work arrangements, and a supportive work environment.

Requirements

• 6+ years of experience in channel sales, strategic partnerships, or business development
• Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
• Comfortable in a fast-moving, high-growth environment with a strong bias toward action
• Deep understanding of reseller sales cycles, incentive models, and co-sell motions
• Excellent cross-functional team player that can execute and can contribute to strategy
• Ability to travel as needed for partner events and conferences

Responsibilities

• Develop strong executive relationships across key VAR partners, acting as a strategic thought partner
• Build direct relationships with individual VAR sellers to drive rep-level engagement, education, and deal collaboration
• Execute Vanta’s go-to-market and enablement playbooks with strategic resellers to ensure consistent pipeline generation and resale execution
• Launch and execute joint account mapping strategies to identify overlaps and drive prioritized co-selling motions with Vanta AEs and SDRs
• Facilitate co-selling between your partners and our AE team to drive net-new ARR
• Enable and train key team members on how working with Vanta will benefit them as a partner
• Proactively share partner insights, GTM feedback, and competitive intel to help evolve Vanta’s channel strategy
• Manage your book effectively, providing regular updates on pipeline generation progress and pacing

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