Channel Manager

Vanta•,

1d•$197,000 - $232,000•Remote

About The Position

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Channel Manager for the downmarket region, you'll manage Vanta channel partnerships, driving our partners to deploy Vanta more broadly. You'll activate sales and services oriented partners to accelerate pipeline and revenue growth while working cross-functionally with our sales teams. This role sits within Vanta’s Partnerships team, where you will have a direct role in bringing Vanta’s vision of securing every technology company channel partners. You will help us ensure that our partners always receive quality guidance and enablement as they go-to-market with Vanta.

Requirements

4+ years of channel partner experience working within software/SaaS
Co-selling experience with demonstrated ability to work alongside direct sales teams
Excellent cross-functional collaboration skills with ability to execute and contribute to strategy
Proactive self-starter who thrives in a dynamic environment
Customer-focused approach with strong communication skills
Experience working with resellers, VARs and MSPs
Understanding of IT Service Providers and the IT Channel
Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Responsibilities

Drive net new pipeline and ARR for the downmarket segment via a book of channel partners supporting the downmarket customer segment
Co-sell with Account Executives on our Early Stage team to close partner-sourced and partner-influenced deals
Enable and build relationships with existing Vanta partners
Deploy a one-to-many approach to developing business across the region
Build one-to-one relationships with key partners
Manage your pipeline effectively, working alongside Account Executives to drive deals forward to closed won
Identify and acquire high-fit partners to roll into the partner program
Maintain strong pipeline rigor and partner activity playbooks
Confidently onboard, enable, and help partners close deals

Benefits

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!