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Director, Channel Management

Vanta

Vanta

Administration
United States · Remote
Posted on Thursday, June 27, 2024

At Vanta, our mission is to secure the internet and protect consumer data. 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.

Partners play a critical role in the customer journey at Vanta. From Technology partners to Auditors, and of course, MSSPs. Respectively, they represent the path for relevant data into Vanta, an exceptional audit readiness and attestation process, as well as ongoing program management.

We are seeking a Channel leader to drive the execution of our channel strategy across both acquisition and partner management. Your success will be measured by both revenue and customer engagement targets related to partners' role in our customer journey..

This role will report into Vanta’s VP of Sales & Partnerships and will be a key leader and stakeholder across the Vanta business.

What you’ll do as Director, Channel Management at Vanta:

  • Drive the day-to-day execution of our Channel strategy

  • Lead a team in acquiring, activating and managing the programs around hundreds of Vanta partners

  • Own the onboarding, adoption, and satisfaction of partners, as well as the satisfaction of our customers as it relates to partner work

  • Deliver against monthly Pipeline, Revenue and Engagement goals for partners

  • Redefine our playbooks across roles to drive the next iteration of our partner strategy

  • Mature the role and jobs-to-be-done of our channel development associates and channel managers

  • Work closely with Vanta leadership to help define the forward-looking strategy for the evolution of Vanta’s partner approach in North America

  • Partner with cross-functional teams in Go to Market and Engineering & Product Development to refine and mature the partner and partner/customer experience

  • Advance the skills and careers of our managers and individual contributors

  • Represent the business and the leadership team to customers

How to be successful in this role:

  • Ability to leverage previous experience of driving channel sales ideally within the same product category

  • Rigorous command of the key metrics of the business

  • Reliable, consistent forecasting

  • Mastery of coaching to value-based selling methodology (such as Command of the Message)

  • A high bar for inspection, evolution, and execution in the business

  • Succinct, concise, and compelling written and verbal communication

  • Impeccable cross-functional partnerships

  • Understanding of how to leverage GTM resources including Enablement and Revenue Operations to further the work of the team

  • Strong eye for talent, both in hiring and in advancing the careers of Vanta’ns

  • Independent operator, capable of leading a team in a rapidly changing hyper growth environment

What you can expect as a Vantan:

  • Industry-competitive compensation

  • 100% covered medical, dental, and vision benefits with dependents coverage

  • 16 weeks fully-paid parental Leave for all new parents

  • Health & wellness and remote workplace stipends

  • 401(k) matching

  • Flexible work hours and location

  • Open PTO policy

  • 9 paid holidays in the US

  • Offices in SF, NYC, Dublin, 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, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. The salary or OTE range for this position is $258,000 - $303,000. This role may also be eligible for commissions/bonus, equity, medical benefits, 401(k) plan, and other company perk programs.

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security.From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.

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