Sr. Manager, Channel Partnerships (VARs)

📌 Core Information

🔹 Job Title: Sr. Manager, Channel Partnerships (VARs)

🔹 Company: Vanta

🔹 Location: Remote (United States)

🔹 Job Type: Full-Time

🔹 Category: Channel Sales & Partnerships

🔹 Date Posted: July 14, 2025

🔹 Experience Level: 6-10 years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Leading and growing a team of Strategic Channel Managers focused on revenue and pipeline generation through VARs
• Developing and executing the reseller strategy across North America and APAC, collaborating with EMEA leadership for global alignment
• Building strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
• Aligning cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support the team in driving performance
• Owning top-line team goals for partner-sourced revenue, pipeline generation, and partner activation

ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and a deep understanding of the reseller ecosystem in the security and compliance space.

📋 Key Responsibilities

✅ Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through VARs

✅ Define and execute the reseller strategy across North America and APAC, collaborating with 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 the 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

ASSUMPTION: This role involves a high degree of strategic planning, team management, and cross-functional collaboration.

🎯 Required Qualifications

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

Experience: 6-10 years of experience in channel sales, strategic partnerships, or business development, with at least 2+ years of direct team management experience

Required Skills:

• Proven success working for or with large value-added resellers 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

Preferred Skills:

• Experience with Vanta's products or similar security and compliance solutions
• Fluency in multiple languages (Spanish, French, German, etc.)

ASSUMPTION: Candidates with experience in the security and compliance industry, as well as those with a proven track record in channel sales and team management, are strongly encouraged to apply.

💰 Compensation & Benefits

Salary Range: $140,000 - $180,000 USD 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 security and compliance solutions

Company Size: Medium-sized company with 501-1,000 employees, offering a dynamic and collaborative work environment

Founded: 2018, with a brief history marked by rapid growth and innovation in the security and compliance space

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 empowers companies to build, maintain, and demonstrate their trust in a real-time and transparent manner

Company Specialties:

• SOC 2
• ISO 27001
• HIPAA
• PCI
• GDPR
• Compliance Automation
• Trust Center
• Questionnaire Automation
• Vendor Risk Management

Company Website: vanta.com

ASSUMPTION: Vanta's focus on AI and automation sets it apart in the security and compliance industry, offering applicants a unique opportunity to work with cutting-edge technology.

📊 Role Analysis

Career Level: Mid to Senior-level management role, offering growth opportunities in channel partnerships and leadership

Reporting Structure: This role reports directly to the VP of Channel Partnerships and oversees a team of Strategic Channel Managers

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

Growth Opportunities:

• Potential career progression into a VP or Director-level role within the Channel Partnerships organization
• Expanding the team and mentoring new channel managers
• Gaining experience in strategic planning, team management, and cross-functional collaboration

ASSUMPTION: This role offers significant growth potential for candidates looking to advance their careers in channel partnerships and leadership.

🌍 Location & Work Environment

Office Type: Remote-first company with offices in SF, NYC, London, Dublin, and Sydney

Office Location(s): San Francisco, California (Headquarters)

Geographic Context:

• San Francisco is a major tech hub with a vibrant startup ecosystem
• The city offers a diverse range of cultural attractions, neighborhoods, and outdoor activities
• Vanta's remote-friendly work environment allows for flexibility in location choice

Work Schedule: Full-time (40 hours/week) with flexible scheduling and open PTO policy

ASSUMPTION: Vanta's remote-friendly work environment and flexible scheduling provide applicants with a high degree of work-life balance.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with a member of the Talent Acquisition team
• Behavioral and situational interviews with the hiring manager and cross-functional stakeholders
• Final interview with the VP of Channel Partnerships
• Background check and offer extension

Key Assessment Areas:

• Channel sales and partnership experience
• Team management and leadership skills
• Strategic thinking and planning
• Cross-functional collaboration and communication

Application Tips:

• Highlight relevant channel sales and partnership experience, including specific achievements and impact
• Demonstrate strong leadership and team management skills through examples
• Showcase strategic thinking and planning abilities through a well-structured resume and cover letter
• Tailor your application to Vanta's mission and values, emphasizing your fit within the company culture

ATS Keywords: Channel Sales, Strategic Partnerships, Business Development, Team Management, Reseller Sales Cycles, Incentive Models, Co-Sell Motions, Cross-Functional Collaboration, Revenue Generation, Pipeline Generation, Partner Activation, Coaching, Accountability, Execution Consistency, Leadership, Strategic Thinking

ASSUMPTION: Vanta's application process is designed to assess candidates' relevant experience, skills, and cultural fit, with a focus on behavioral and situational interviews.

🛠️ Tools & Technologies

• Salesforce
• HubSpot
• Zoom
• Google Workspace (Gmail, Google Docs, Google Sheets, etc.)

ASSUMPTION: Vanta uses common sales, marketing, and communication tools to facilitate collaboration and productivity.

👔 Cultural Fit Considerations

Company Values:

• Customer-centric
• Inclusive
• Ambitious
• Resourceful
• Collaborative

Work Style:

• Remote-friendly and flexible
• Data-driven and results-oriented
• Collaborative and cross-functional
• Fast-paced and dynamic

Self-Assessment Questions:

• Do you thrive in a fast-paced, high-growth environment?
• Are you comfortable working remotely and collaborating with a distributed team?
• Do you have a proven track record of building and managing high-performing channel teams?
• Are you passionate about customer-centric and inclusive work environments?

ASSUMPTION: Vanta's company values and work style emphasize a customer-centric, collaborative, and inclusive culture, with a strong focus on results and growth.

⚠️ Potential Challenges

• Managing a remote team and ensuring consistent execution across different time zones
• Balancing strategic planning and day-to-day team management responsibilities
• Navigating the complex reseller ecosystem and building strong executive relationships
• Adapting to Vanta's fast-paced, high-growth environment and its evolving needs

ASSUMPTION: This role presents unique challenges that require strong leadership, strategic thinking, and adaptability.

📈 Similar Roles Comparison

• Unlike traditional channel sales roles, this position focuses on strategic partnerships and reseller management, requiring a broader skill set and more strategic thinking
• Vanta's remote-friendly work environment and focus on AI and automation set it apart from competitors in the security and compliance industry
• Career progression in this role may differ from traditional channel sales paths, offering unique growth opportunities in channel partnerships and leadership

ASSUMPTION: This role offers a unique blend of strategic partnerships, team management, and channel sales responsibilities, with a focus on driving revenue growth through resellers.

📝 Sample Projects

• Developing and executing a go-to-market strategy for a new reseller partnership
• Conducting a comprehensive review of Vanta's existing reseller incentives and co-sell motions, and proposing improvements
• Building and managing a high-performing team of Strategic Channel Managers, with a focus on coaching and development

ASSUMPTION: These sample projects illustrate the strategic, team management, and cross-functional collaboration aspects of the role.

❓ Key Questions to Ask During Interview

• Can you describe the current state of Vanta's reseller channel and the strategic vision for its growth?
• How does the team collaborate with other departments, such as Sales, Marketing, and Legal, to drive partner success?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Vanta support the professional development and growth of its channel managers?
• What is the company's approach to work-life balance and employee well-being?

ASSUMPTION: These interview questions help applicants better understand the role's strategic focus, team dynamics, and growth opportunities.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume to highlight relevant channel sales and partnership experience, as well as specific achievements and impact
• Write a cover letter that demonstrates your understanding of Vanta's mission, values, and the role's requirements
• Prepare for interviews by researching Vanta's products, industry, and company culture
• Follow up with the hiring manager one week after submitting your application, inquiring about the status of your application and expressing your continued interest in the role

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