Strategic Channel Manager - EMEA
HybridLondon, England, United Kingdom
Job Summary
Develop strong executive relationships across key VAR partners to act as a strategic thought partner and drive rep-level engagement. Execute go-to-market playbooks with strategic resellers to ensure consistent pipeline generation and launch joint account mapping strategies to prioritize co-selling motions. Facilitate co-selling between partners and AEs to drive net-new ARR while enabling team members on Vanta's benefits. Proactively share partner insights, GTM feedback, and competitive intel to evolve channel strategy and manage your book with regular updates on pipeline pacing. This role sits within Vanta's Partnerships team, focusing on scaling business with major resellers in the security and compliance ecosystem.
Required Qualifications
- 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
- Deep understanding of reseller sales cycles, incentive models, and co-sell motions
- Ability to travel as needed for partner events and conferences
Desired Qualifications
- 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.
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