Senior Manager of Channel Partnerships, Vanta
VARs
Automated compliance and security provider
Be an early applicant
Automated compliance and security provider
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To secure the internet and protect consumer data.
Role
Who you are
- 6–10 years of experience in channel sales, strategic partnerships, or business development, with at least 2+ years of direct team management experience
- Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
- Deep understanding of reseller sales cycles, incentive models, and co-sell motions
- Strong track record of building, managing, and developing high-performing channel teams
- Excellent cross-functional collaboration skills, especially with Sales, RevOps, Marketing, and Executive stakeholders
- Comfortable in a fast-moving, high-growth environment with a strong bias toward action
What the job involves
- As the Sr. Manager, Channel Partnerships (VARs) at Vanta, you will lead our go-to-market strategy and team execution across this critical partner segment
- This is a high-impact leadership role within our Channel Partnerships organization, focused on building and scaling our business with major resellers in the security and compliance ecosystem
- You’ll directly manage a team of Strategic Channel Managers who own relationships with Vanta’s top partners
- You’ll be responsible for developing our strategy, supporting execution, and driving measurable revenue impact through resale, co-sell, and referral motions
- This person will play a foundational role in shaping how Vanta builds, supports, and expands our reseller channel long-term
- Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through VARs
- Define and execute our reseller strategy across North America and APAC, collaborating with our EMEA leadership for global alignment
- Develop strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
- Align cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support your team in driving performance
- Own top-line team goals for partner-sourced revenue, pipeline generation, and partner activation
- Partner with RevOps and Systems to ensure clear tracking, attribution, and operational scalability
- Provide coaching and support for team members, while driving accountability and execution consistency
- Play a key leadership role in shaping the future of Vanta’s channel program and go-to-market approach with strategic resellers
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for start-ups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with start-ups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta has found a valuable cybersecurity niche within the giant SaaS market. Companies such as Lattice, Clubhouse, and Calm are all customers, demonstrating a growing trend for companies to manage their cybersecurity proactively, which Vanta should be able to take advantage of to further grow and develop into the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jul 2024
$150m
SERIES C
Sep 2022
$40m
SERIES B
Total funding: $353m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company HQ
Civic Center, San Francisco, CA
Leadership
Christina Cacioppo
(CEO)Worked in Investment at Union Square Ventures, before becoming a Professor at the School of Visual Arts. Co-founded Nebula Labs, and worked in Product Management at Dropbox.
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