Channel Manager

About the role

Vanta is seeking a Regional Channel Manager to join the Channel & Alliances team. The ideal candidate will have 4+ years of channel or partner experience in software or SaaS, proven ability to co-sell alongside direct sales teams, and experience with resellers, VARs, and/or MSPs.

Responsibilities

• 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

Requirements

• 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

Qualifications

• 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

Skills

• Strong cross-functional collaboration skills — you work well with sales, marketing, and operations
• 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
• 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 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

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!
• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

Pay

Industry-competitive salary and equity

Schedule

Remote