Channel Manager

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Generate new pipeline and Annual Recurring Revenue (ARR) for the downmarket segment through a portfolio of channel partners that cater to the downmarket customer base.

• Collaborate with Account Executives on our Early Stage team to finalize partner-sourced and partner-influenced sales.

• Foster and strengthen relationships with current Vanta partners.

• Implement a one-to-many strategy to enhance business development across the region.

• Establish one-to-one connections with key partners.

• Effectively manage your sales pipeline, collaborating with Account Executives to advance deals toward a successful close.

• Identify and recruit high-potential partners to integrate into the partner program.

• Uphold rigorous pipeline management and maintain partner activity playbooks.

• Confidently onboard, enable, and assist partners in closing deals.

⛳️ Requirements

• A minimum of 4 years of experience with channel partners in the software/SaaS industry.

• Proven co-selling experience with a demonstrated ability to collaborate with direct sales teams.

• Exceptional cross-functional collaboration skills and the ability to contribute to and execute strategic initiatives.

• A proactive self-starter who excels in a fast-paced environment.

• A customer-centric approach paired with strong communication abilities.

• Experience working with resellers, Value-Added Resellers (VARs), and Managed Service Providers (MSPs).

• Knowledge of IT Service Providers and the IT Channel.

• Must be authorized to work in the U.S. without requiring current or future employer sponsorship.

• Willingness to leverage AI to enhance skills and improve work outcomes—showing curiosity, eagerness to learn, and sound judgment in applying AI responsibly for better efficiency and impact.

🏝️ Benefits

• Competitive salary and equity package.

• Comprehensive medical, dental, and vision insurance, covering 100% of employee-only premiums for most medical plans.

• 16 weeks of paid Parental Leave available for all new parents.

• Health & wellness stipend.

• Remote workspace, internet, and cellphone stipends.

• Commuter benefits for team members who work at the SF and NYC offices.

• Family planning benefits.

• Matching 401(k) contributions with immediate vesting.

• Flexible Paid Time Off policy, plus 80 hours of Sick Time.

• 11 company-paid holidays.

• Opportunities for virtual team-building activities, lunch and learns, and other company-wide events!