Regional Channel Manager - APJ

As a Regional Channel Manager on Vanta's Channel & Alliances team, you'll be embedded in the mid-market sales motion — working shoulder-to-shoulder with sales managers and account executives to drive partner-sourced and partner-influenced pipeline across the segment.

This is a field execution role. You'll use the partner ecosystem as a multiplier on direct sales coverage, co-selling with regional resellers, VARs, and MSPs to open doors, accelerate deals, and expand Vanta's presence in the market. You won't be managing partner relationships from a distance — you'll be in the field, in the forecast, and in the room.

What you’ll do as a Channel Manager at Vanta:

• Partner with sales managers and AEs to identify and pursue named accounts through channel partners, dividing and conquering coverage across your segment

• Facilitate account mapping sessions with regional partner sales teams, turning relationships into pipeline

• Co-sell with partner reps to advance and close partner-sourced and partner-influenced deals

• Enable regional and tier-2 partners to go to market with Vanta effectively — product positioning, competitive context, and deal support

• Maintain clean, accurate pipeline data in Salesforce — partner attribution, opportunity staging, and forecast hygiene are core to this role

• Coordinate closely with Partner Account Managers at deal close to ensure smooth customer handoffs

• Participate in weekly sales pod syncs and contribute to the FLM's forecast with current partner pipeline data

How to be successful in this role:

• 4+ years of channel or partner experience in software or SaaS

• Proven ability to co-sell alongside direct sales teams — you know how to work with sales managers and AEs, not just around them

• Experience with resellers, VARs, and/or MSPs

• Understanding of the IT channel ecosystem and how partners sell and serve customers

• Salesforce proficiency and a genuine commitment to data hygiene and attribution accuracy

• Strong cross-functional collaboration skills — you work well with sales, marketing, and operations

• Experience with Crossbeam or similar partner ecosystem intelligence tools

• Background in GRC, compliance, or security SaaS

• Experience operating within a structured, play-based GTM motion

• 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

• Healthcare stipend towards health insurance for you and your dependents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who attend the office

• 20 days of Annual Leave per year

• 9 company-paid holidays

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