About this role
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 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
- 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 their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
What you can expect as a Vanta’n:
- Industry-competitive salary and equity
- Healthcare stipend towards health insurance for you and your