Regional Channel Manager - APJ

About Vanta

Vanta is dedicated to helping businesses build and prove trust through continuous security monitoring and verification. Founded in 2018 following several major data breaches, Vanta aims to simplify security compliance by automating monitoring for standards such as SOC 2, HIPAA, and ISO 27001. Their Trust Management Platform allows thousands of companies to maintain real-time transparency and security assurance.

Role Overview

The Regional Channel Manager will be a key contributor on Vanta's Channel & Alliances team in the APJ region. This position involves hands-on field execution working closely with sales managers and account executives to drive partner-sourced and partner-influenced pipeline growth within the mid-market segment. The role emphasizes direct collaboration with resellers, VARs, and MSPs, co-selling, and expanding Vanta’s market presence through these partnerships.

Primary Responsibilities

• Collaborate with sales teams to identify and pursue named accounts via channel partners, distributing coverage across the segment.
• Lead account mapping sessions with regional partner sales teams to convert connections into tangible pipeline.
• Co-sell alongside partner representatives to progress and close deals influenced or sourced by partners.
• Empower regional and tier-2 partners with effective go-to-market strategies, including product positioning, competitor context, and deal support.
• Ensure accurate pipeline tracking in Salesforce, maintaining clean partner attribution, opportunity stages, and forecast hygiene.
• Partner closely with Partner Account Managers during deal closures for seamless customer transitions.
• Participate in weekly sales pod meetings and contribute to forecast updates with current partner pipeline data.

Key Qualifications

• Minimum of 4 years in channel or partner roles within software or SaaS sectors.
• Demonstrated success co-selling in conjunction with direct sales teams, collaborating effectively with sales managers and account executives.
• Experience working with resellers, value-added resellers (VARs), and/or managed service providers (MSPs).
• In-depth understanding of the IT channel ecosystem and partner sales dynamics.
• Proficiency with Salesforce and strong dedication to maintaining data hygiene and accurate attribution.
• Excellent cross-functional collaboration skills involving sales, marketing, and operations teams.
• Familiarity with partner ecosystem intelligence tools such as Crossbeam.
• Background or experience in governance, risk, and compliance (GRC), security, or compliance SaaS.
• Comfortable operating in a structured, playbook-driven go-to-market environment.
• Willingness to leverage AI tools to enhance job performance, demonstrating curiosity and sound judgment in AI application.

Benefits and Perks

• Competitive salary and equity participation.
• Healthcare stipend covering health insurance for employees and their dependents.
• 16 weeks of paid parental leave for all new parents.
• Health and wellness stipend.
• Remote workspace support including internet and cellphone stipends.
• Commuter benefits for employees attending office locations.
• 20 annual leave days per year plus 9 company-observed holidays.
• Virtual team-building events, learning sessions, and company-wide gatherings.
• Access to offices in San Francisco, New York City, London, Dublin, Tel Aviv, and Sydney.

Diversity and Inclusion Statement

Vanta is committed to fostering diversity, equity, and inclusion throughout its workforce. The company prohibits discrimination on any protected basis including race, gender identity, age, religion, sexual orientation, veteran status, or disability. Applicants from all backgrounds are strongly encouraged to apply.