As a Regional Channel Manager on Vanta's Channel & Alliances team, you'll be embedded in the mid-market sales motion - working shoulder-to-shoulder with sales managers and account executives to drive partner-sourced and partner-influenced pipeline across the segment.
This is a field execution role. You'll use the partner ecosystem as a multiplier on direct sales coverage, co-selling with regional resellers, VARs, and MSPs to open doors, accelerate deals, and expand Vanta's presence in the market. You won't be managing partner relationships from a distance - you'll be in the field, in the forecast, and in the room.
What you'll do as a Channel Manager at Vanta:- Partner with sales managers and AEs to identify and pursue named accounts through channel partners, dividing and conquering coverage across your segment
- Facilitate account mapping sessions with regional partner sales teams, turning relationships into pipeline
- Co-sell with partner reps to advance and close partner-sourced and partner-influenced deals
- Enable regional and tier-2 partners to go to market with Vanta effectively - product positioning, competitive context, and deal support
- Maintain clean, accurate pipeline data in Salesforce - partner attribution, opportunity staging, and forecast hygiene are core to this role
- Coordinate closely with Partner Account Managers at deal close to ensure smooth customer handoffs
- Participate in weekly sales pod syncs and contribute to the FLM's forecast with current partner pipeline data
How to be successful in this role:- 4+ years of channel or partner experience in software or SaaS
- Proven ability to co-sell alongside direct sales teams - you know how to work with sales managers and AEs, not just around them
- Experience with resellers, VARs, and/or MSPs
- Understanding of the IT channel ecosystem and how partners sell and serve customers
- Salesforce proficiency and a genuine commitment to data hygiene and attribution accuracy
- Strong cross-functional collaboration skills - you work well with sales, marketing, and operations
- Must be authorized to work in the U.S. without the need for current or future employer sponsorship
- Experience with Crossbeam or similar partner ecosystem intelligence tools
- Background in GRC, compliance, or security SaaS
- Experience operating within a structured, play-based GTM motion
- Open to using AI to amplify your skills and strengthen your work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly
What you can expect as a Vanta'n:- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to the SF and NYC office
- Family planning benefits
- Matching 401(k) contribution with immediate vesting
- Flexible PTO policy, plus 80 hours of Sick Time
- 11 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.
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Referral InstructionsIf you are being referred for the role, please contact that person to apply on your behalf.
