Sr. Manager, Channel Partnerships (VARs)

Employment Type: Full-Time Location Type: Remote

Position Overview

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.

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.

Responsibilities

• 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

Requirements

• 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 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
• Family planning benefits through Carrot Fertility
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US
• Offices in SF, NYC, London, Dublin, and Sydney

Salary: (Not specified in the original description)

Note on Compensation: 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 and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

Company Information

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 characteristic.

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