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Vanta is seeking a Director of Government Partnerships to build and scale the company's public sector partner ecosystem. Reporting to the Head of Public Sector, you will own the complete V4G (Vanta for Government) partnerships function—strategy, network, programs, and team—supporting both Federal and SLED (State, Local, Education) sales motions.
You will define partner archetypes (resellers, service partners, GSIs, 3PAOs, C3PAOs), establish tiering and coverage models, and design scalable programs including partner certification, enablement, co-sell motions, and MDF allocation. You'll own V4G partner-sourced pipeline and ARR contribution to Vanta's overall partner target, establishing metrics for partner performance, health, and network coverage—including FedRAMP and CMMC delivery capacity standards.
Key responsibilities include building and leading the V4G partnerships team (starting with one manager, scaling with segment growth), partnering with the VP of Global Channel & Alliances to integrate the public sector motion across Vanta's broader partner ecosystem, and serving as the voice of the government ecosystem inside Vanta—influencing product roadmap, packaging, and pricing decisions. You'll expand the partner network, reduce concentration risk, and make strategic decisions about where Vanta invests and where it exits.
Success requires 10+ years managing public sector channels/partnerships with deep familiarity of Federal and SLED go-to-market motions, FedRAMP, and CMMC. You need 5+ years of people management experience, proven ability to own revenue targets delivered through partners, and a track record building/scaling partner networks in cybersecurity, GRC, or compliance ecosystems. Experience with GSIs, MSPs, VARs, and audit firms is essential. You must be comfortable navigating ambiguity, coordinating cross-functionally across GTM, product, legal, marketing, and sales, and balancing technical credibility with business development thinking.
