Strategic Channel Manager - EMEA

vanta; United States; Hybrid; USD 140,000 - 200,000; Full time

Benefits offered by this job

Equity

Comprehensive benefits

Parental leave

Wellness stipend

Remote stipend

Commuter benefits

Pension matching

Annual leave

Company events

Job summary

Vanta is seeking a Senior Strategic Channel Manager to lead strategic VAR partnerships in the EMEA market. You will manage relationships with major resellers, drive joint GTM plans, and enable partners to accelerate pipeline and ARR.

You will operate within a fast-moving, high-growth environment, travel for events as needed, and collaborate across a dedicated Partnerships team to scale Vanta's channel strategy.

Qualifications

• 6+ years of channel sales, partnerships, or BD experience.
• Experience with large value-added resellers in security/compliance.
• Comfort in fast-moving, high-growth environments.
• Understanding of reseller sales cycles and co-sell motions.

Responsibilities

• Develop executive relationships with key VAR partners.
• Build relationships with VAR sellers for engagement and deal collaboration.
• Execute go-to-market and enablement playbooks with strategic resellers.
• Launch joint account mapping and drive co-selling with AEs and SDRs.
• Facilitate co-selling between partners and the AE team to grow ARR.
• Train partners on the benefits of working with Vanta.

Job description

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 Strategic Channel Manager focusing on our VARs partnerships for the EMEA region, you’ll manage a book of Vanta’s strategic channel partnerships, focused on building and scaling our business with major resellers in the security and compliance ecosystem.

This role sits within Vanta’s Partnerships team, where you will have a direct role in bringing Vanta’s vision of securing every technology company. You will help us ensure that our partners always receive quality guidance and enablement as they go-to-market with Vanta.

What you’ll do as a Senior Strategic Channel Manager at Vanta:

• Develop strong executive relationships across key VAR partners, acting as a strategic thought partner.
• Build direct relationships with individual VAR sellers to drive rep-level engagement, education, and deal collaboration.
• Execute Vanta’s go-to-market and enablement playbooks with strategic resellers to ensure consistent pipeline generation and resale execution.
• Launch and execute joint account mapping strategies to identify overlaps and drive prioritized co-selling motions with Vanta AEs and SDRs.
• Facilitate co-selling between your partners and our AE team to drive net-new ARR.
• Enable and train key team members on how working with Vanta will benefit them as a partner
• Proactively share partner insights, GTM feedback, and competitive intel to help evolve Vanta’s channel strategy.
• Manage your book effectively, providing regular updates on pipeline generation progress and pacing.

How to be successful in this role:

• 6+ years of experience in channel sales, strategic partnerships, or business development
• Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
• Comfortable in a fast-moving, high-growth environment with a strong bias toward action
• Deep understanding of reseller sales cycles, incentive models, and co-sell motions
• Excellent cross-functional team player that can execute and can contribute to strategy
• Ability to travel as needed for partner events and conferences
• 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
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and mobile phone stipend
• Commuter benefits for team members who attend the office
• Pension matching
• 25 days of Annual Leave per year and unlimited sick time
• 8 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

#LI-hybrid

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.