Director of Strategic GSI Partners

Vanta

4d•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 we scale our enterprise business, strategic partnerships with Global Systems Integrators represent one of our highest-impact growth levers—bringing Vanta's platform to the world's largest organizations through their most trusted advisors. As the Director of Strategic GSI Partners at Vanta, you'll build and lead Vanta's relationships with the world's leading Global Systems Integrators (GSIs), including Accenture, Deloitte, PwC, and EY. You'll establish the strategic foundation for a scalable, revenue-generating alliance program that positions Vanta's platform within the cybersecurity, compliance, and managed services capabilities of our GSI partners. This role combines strategic partnership acumen, enterprise relationship management, and operational execution to drive measurable pipeline and revenue impact through trusted global partnerships. You'll have high visibility across the organization and work closely with executive leadership to define how partnerships accelerate Vanta's growth in the enterprise segment.

Requirements

15+ years of experience in strategic alliances, global partnerships, or GSI engagement—ideally in cybersecurity, compliance, or enterprise SaaS, or directly from a GSI
Proven success navigating and influencing large, matrixed organizations like Accenture, Deloitte, PwC, and EY
Track record of building high-impact partnerships that deliver measurable pipeline and revenue results, ideally in a zero-to-one or early-stage partnership environment
Demonstrated ability to think strategically while remaining hands-on with tactical execution
Exceptional cross-functional collaboration skills with experience partnering effectively with Sales, Marketing, Product, Solutions Engineering, and Executive teams
Strong executive presence and communication skills, with the ability to influence senior leaders both internally and at partner organizations
Bias for action in fast-paced, high-growth environments with comfort managing ambiguity and evolving priorities
Experience developing partnership strategies, operational frameworks, and repeatable GTM motions at scale
Deep understanding of enterprise sales cycles, partner ecosystem dynamics, and how to drive joint revenue through indirect channels
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

Build and deepen executive relationships with cybersecurity, GRC, and managed services leaders at Accenture, Deloitte, PwC, EY, and other strategic GSIs to establish trusted, long-term partnerships.
Integrate Vanta's solutions into GSI go-to-market programs and ecosystem initiatives, enrolling Vanta into relevant alliance programs to embed our offerings in partner GTM motions.
Lead joint strategy and value mapping workshops to align Vanta's Compliance, Third-Party Risk Management, and AI capabilities with GSI service lines and identify lighthouse opportunities.
Define and execute a strategic roadmap for GSI partnerships, establishing near- and long-term milestones that drive measurable business impact—from pipeline influence to sourced revenue.
Enable partner success by training alliance teams, solution architects, and sellers to position Vanta's products effectively within their organizations.
Scale repeatable GTM motions through co-branded content, executive roundtables, whitepapers, thought leadership, and vertical-specific plays that drive joint pipeline growth.
Partner cross-functionally with Sales, Solutions Engineering, Marketing, Product, and Executive teams to ensure alignment and remove barriers to joint success.
Establish metrics, reporting frameworks, and success criteria to track partnership performance and demonstrate business impact.
Expand Vanta's GSI presence into new verticals and regional teams based on early wins, targeting GSI partnerships to contribute 30%+ of new ARR bookings over time.
Travel globally across the Americas, EMEA, and APJ to build relationships, support partner initiatives, and drive strategic collaboration.