Director, Strategic Partnerships

📌 Core Information

🔹 Job Title: Director, Strategic Partnerships

🔹 Company: Vanta

🔹 Location: United States (Remote)

🔹 Job Type: Full-Time

🔹 Category: Software Development

🔹 Date Posted: July 8, 2025

🔹 Experience Level: 5+ years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Leading and scaling strategic technology partnerships, with a focus on AWS and other major cloud providers
• Driving revenue growth through co-selling, referral, and resale initiatives
• Managing and mentoring a global team of Partner Managers
• Collaborating with cross-functional teams to align partnership strategies with Vanta's business objectives

ASSUMPTION: This role requires a strategic mindset, excellent communication skills, and proven experience in partnership management or sales. Familiarity with AWS and other cloud platforms is strongly preferred.

📋 Key Responsibilities

✅ Lead Vanta’s AWS partnership strategy and execution, expanding to other major cloud providers and strategic technology partners

✅ Oversee co-selling, referral, and resale initiatives to drive revenue and improve customer retention

✅ Manage and mentor a team of global Partner Managers to scale partner impact

✅ Collaborate with cross-functional teams to align partnership strategies with Vanta's business objectives

✅ Identify and pursue new partnership opportunities to accelerate Vanta's growth

ASSUMPTION: This role involves a high degree of strategic planning, stakeholder management, and execution. Success requires strong communication skills, a metrics-driven mindset, and the ability to manage and motivate a team.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 5+ years of experience in sales or partnerships management, with a proven track record of driving revenue growth through strategic alliances

Required Skills:

• Excellent communication and stakeholder management skills
• Metrics-driven mindset; experience managing or supporting quota-carrying teams is a plus
• Proven success in sourcing, negotiating, and growing technology partnerships
• Experience with AWS and familiarity with its partner programs strongly preferred
• Strong leadership and mentoring skills

Preferred Skills:

• Experience with Microsoft Azure, Google Cloud, or Oracle
• Familiarity with compliance standards (e.g., SOC 2, HIPAA, ISO 27001)
• Background in cybersecurity or related industries

ASSUMPTION: While a background in cybersecurity is not required, familiarity with compliance standards and cybersecurity concepts is beneficial for this role.

💰 Compensation & Benefits

Salary Range: $272,000 - $320,000 per year (based on industry standards for similar roles and experience levels)

Benefits:

• 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

Working Hours: Full-time (40 hours/week) with flexible scheduling

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and experience levels. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on cybersecurity and compliance automation

Company Size: 501-1,000 employees (mid-sized, with a startup-like culture)

Founded: 2018, with a mission to restore trust in internet businesses by enabling companies to improve and prove their security

Company Description:

• Vanta is the leading AI trust management platform that helps companies get compliant fast across 35+ frameworks
• Their AI and automation power everything from evidence collection and continuous monitoring to security reviews and vendor risk management
• Vanta serves thousands of companies, ranging from startups to enterprises, helping them build, maintain, and demonstrate their trust

Company Specialties:

• SOC 2, ISO 27001, HIPAA, PCI, GDPR, and other compliance automation
• Trust Center and questionnaire automation
• Vendor risk management

Company Website: vanta.com

ASSUMPTION: Vanta's focus on AI and automation enables it to provide a unique and efficient solution for companies seeking to improve their security and compliance.

📊 Role Analysis

Career Level: Mid to Senior level, with potential for growth into a leadership or executive role

Reporting Structure: This role reports directly to the VP of Business Development and will oversee a team of global Partner Managers

Work Arrangement: Remote OK, with flexible work hours and location

Growth Opportunities:

• Potential to grow into a leadership or executive role within the Partnerships or Business Development teams
• Opportunities to expand Vanta's partnership portfolio and drive strategic initiatives
• Chance to work with and learn from a talented and experienced team

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to expand Vanta's partnership portfolio and drive strategic initiatives.

🌍 Location & Work Environment

Office Type: Remote-first, with offices in San Francisco, New York City, London, Dublin, and Sydney

Office Location(s): 369 Hayes St, San Francisco, California 94102, US (and other global offices)

Geographic Context:

• Vanta's headquarters is in San Francisco, California, with a strong presence in the tech industry
• The company has a global reach, with offices in the US, Europe, and Australia
• Vanta's remote-friendly culture allows for flexible work arrangements and a diverse team

Work Schedule: Full-time (40 hours/week) with flexible scheduling

ASSUMPTION: Vanta's remote-friendly culture and global presence enable it to attract and retain top talent from diverse backgrounds and locations.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen to assess communication skills and cultural fit
• Behavioral and situational interviews to evaluate problem-solving skills and experience with partnerships or sales
• Final interview with the VP of Business Development or another senior leader to discuss the role and company fit

Key Assessment Areas:

• Communication and stakeholder management skills
• Strategic thinking and partnership development experience
• Leadership and mentoring abilities
• Familiarity with AWS and other cloud platforms

Application Tips:

• Highlight your experience with strategic partnerships and driving revenue growth through alliances
• Demonstrate your understanding of Vanta's mission and how your skills align with the role's requirements
• Tailor your resume and cover letter to emphasize your relevant experience and skills

ATS Keywords: Strategic Partnerships, AWS, Cloud Platforms, Revenue Growth, Sales Management, Team Management, Stakeholder Management, Metrics-Driven Mindset

ASSUMPTION: Vanta's interview process is designed to assess candidates' strategic thinking, communication skills, and cultural fit, as well as their experience with partnerships and sales.

🛠️ Tools & Technologies

• AWS Partner Central
• Salesforce or other CRM platforms
• Microsoft Office Suite or Google Workspace
• Project management tools (e.g., Asana, Trello)

ASSUMPTION: Familiarity with AWS Partner Central and other relevant tools is beneficial for this role, but not strictly required.

👔 Cultural Fit Considerations

Company Values:

• Customer-focused
• Innovative
• Collaborative
• Transparent
• Accountable

Work Style:

• Remote-friendly and flexible
• Data-driven and metrics-focused
• Collaborative and team-oriented
• Adaptable and open to feedback

Self-Assessment Questions:

• Do you thrive in a remote work environment and enjoy collaborating with global teams?
• Are you comfortable using data and metrics to inform your decision-making and strategy?
• Do you have experience managing and mentoring a team, and are you eager to help them grow and succeed?

ASSUMPTION: Vanta values candidates who are customer-focused, innovative, collaborative, transparent, and accountable, with a strong work ethic and a growth mindset.

⚠️ Potential Challenges

• Managing a global team with varying time zones and cultural backgrounds
• Balancing strategic planning with day-to-day execution and management
• Navigating the complex landscape of cloud providers and technology partnerships
• Adapting to a fast-paced, startup-like environment with a mid-sized company structure

ASSUMPTION: These challenges can be overcome with strong leadership, effective communication, and a strategic mindset.

📈 Similar Roles Comparison

• Unlike traditional sales or business development roles, this position focuses primarily on strategic partnerships rather than direct customer acquisition
• Vanta's focus on AI and automation enables it to provide a unique and efficient solution for companies seeking to improve their security and compliance
• This role offers significant growth potential, with opportunities to expand Vanta's partnership portfolio and drive strategic initiatives

ASSUMPTION: While this role shares some similarities with traditional sales or business development positions, its focus on strategic partnerships and Vanta's unique value proposition set it apart.

📝 Sample Projects

• Developing and executing a strategic partnership plan with AWS to drive revenue growth and improve customer retention
• Expanding Vanta's partnership portfolio to include Microsoft Azure, Google Cloud, and other strategic technology providers
• Managing and mentoring a team of global Partner Managers to scale partner impact and drive revenue growth

ASSUMPTION: These sample projects illustrate the strategic and management aspects of the role, as well as the opportunity to drive revenue growth through strategic partnerships.

❓ Key Questions to Ask During Interview

• Can you describe the current partnership landscape and how this role will help shape Vanta's strategy in this area?
• How does Vanta support the growth and development of its Partnerships team members?
• What is the company culture like, and how does it support a remote-friendly work environment?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Vanta measure the success of its partnerships, and what metrics will I be responsible for tracking and optimizing?

ASSUMPTION: These questions demonstrate your interest in the role, the company, and the opportunity to make a significant impact on Vanta's growth and success.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Vanta careers page
• Tailor your resume and cover letter to highlight your relevant experience and skills, emphasizing your strategic thinking, partnership development experience, and leadership abilities
• Prepare for behavioral and situational interview questions that assess your problem-solving skills, communication abilities, and cultural fit
• Follow up with the hiring manager or HR representative one week after submitting your application to express your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.