About the role
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 Channel Manager for downmarket region, you'll manage Vanta channel partnerships, driving our partners to deploy Vanta more broadly. You'll activate sales and services oriented partners to accelerate pipeline and revenue growth while working cross-functionally with our sales teams. 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 channel partners. 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 Channel Manager at Vanta: Drive net new pipeline and ARR for the downmarket segment via a book of channel partners supporting the downmarket customer segment Co-sell with Account Executives on our Early Stage team to close partner-sourced and partner-influenced deals Enable and build relationships with existing Vanta partners Deploy a one-to-many approach to developing business across the region Build one-to-one relationships with key partners Manage your pipeline effectively, working alongside Account Executives to drive deals forward to closed won Identify and acquire high-fit partners to roll into the partner program Maintain strong pipeline rigor and partner activity playbooks Confidently onboard, enable, and help partners close deals How to be successful in this role: 4+ years of channel partner experience working within software/SaaS Co-selling experience with demonstrated ability to work alongside direct sales teams Excellent cross-functional collaboration skills with ability to execute and contribute to strategy Proactive self-starter who thrives in a dynamic environment Customer-focused approach with strong communication skills Experience working with resellers, VARs and MSPs Understanding of IT Service Providers and the IT Channel Must be authorized to work in the U.S. without the need for current or future employer sponsorship. 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 Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans 16 weeks paid Parental Leave for all new parents Health & wellness stipend Remote workspace, internet, and cellphone stipend Commuter