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Vanta is a Series D AI-powered trust management platform that helps businesses earn and prove their security posture through continuous monitoring and verification. As a Strategic Channel Manager for EMEA, you'll lead Vanta's value-added reseller (VAR) partnerships across the region, managing a portfolio of strategic channel partners in the security and compliance ecosystem.
You will develop and maintain executive relationships with major resellers (such as CDW, SHI, Guidepoint, Optiv), acting as a strategic thought partner and enablement lead. Your responsibilities include building direct relationships with VAR sales teams to drive engagement and deal collaboration, executing go-to-market and enablement playbooks to ensure consistent pipeline generation, and launching joint account mapping strategies to identify co-selling opportunities.
Key activities include facilitating co-selling motions between partners and Vanta's account executive team to drive net-new ARR, training partner teams on Vanta's value proposition, and proactively sharing partner insights, GTM feedback, and competitive intelligence to inform channel strategy evolution. You'll manage your partnership book effectively, providing regular pipeline and pacing updates to leadership.
Success requires 6+ years in channel sales, strategic partnerships, or business development, with proven experience working with large VARs in security or compliance. You should be comfortable in fast-moving, high-growth environments, understand reseller sales cycles and incentive models, and be an excellent cross-functional collaborator. Travel to partner events and conferences is expected. The role values curiosity about AI and a willingness to leverage it responsibly to enhance efficiency and impact.
Vanta offers competitive salary and equity, comprehensive benefits including 100% covered medical/dental/vision, 16 weeks paid parental leave, health and wellness stipends, remote workspace stipends, pension matching, 25 days annual leave plus unlimited sick time, and offices across SF, NYC, London, Dublin, Tel Aviv, and Sydney.
