Director of Strategic GSI Partners

This is a fully remote position, open to applicants in United States.

📋 Description

• Cultivate and strengthen executive relationships with leaders in cybersecurity, GRC, and managed services at firms such as Accenture, Deloitte, PwC, EY, and other key GSIs to forge trusted, long-term collaborations.

• Incorporate Vanta's solutions into GSI go-to-market strategies and ecosystem initiatives, integrating Vanta into relevant alliance programs to embed our offerings within partner GTM actions.

• Facilitate joint strategy and value mapping workshops to align Vanta's Compliance, Third-Party Risk Management, and AI capabilities with GSI service offerings, while identifying key opportunities.

• Develop and implement a strategic roadmap for GSI partnerships, setting both near- and long-term objectives that yield measurable business outcomes—from pipeline influence to sourced revenue.

• Empower partner success by providing training for alliance teams, solution architects, and sellers to effectively position Vanta's products within their organizations.

• Scale repeatable GTM strategies through co-branded materials, executive roundtables, whitepapers, thought leadership, and industry-specific initiatives that promote joint pipeline growth.

• Collaborate cross-functionally with Sales, Solutions Engineering, Marketing, Product, and Executive teams to ensure alignment and eliminate obstacles to mutual success.

• Establish metrics, reporting frameworks, and success criteria to monitor partnership performance and demonstrate business impact.

• Broaden Vanta's GSI presence into new verticals and regional teams based on initial successes, aiming for GSI partnerships to contribute over 30% of new ARR bookings over time.

• Travel globally throughout the Americas, EMEA, and APJ to forge relationships, support partner initiatives, and drive strategic collaboration.

⛳️ Requirements

• 15+ years of experience in strategic alliances, global partnerships, or GSI engagement—preferably in cybersecurity, compliance, or enterprise SaaS, or directly from a GSI.

• Proven success in navigating and influencing large, matrixed organizations such as Accenture, Deloitte, PwC, and EY.

• A history of establishing high-impact partnerships that yield measurable pipeline and revenue results, ideally in a zero-to-one or early-stage partnership context.

• Demonstrated capacity to think strategically while maintaining a hands-on approach to tactical execution.

• Exceptional skills in cross-functional collaboration, with experience effectively partnering with Sales, Marketing, Product, Solutions Engineering, and Executive teams.

• Strong executive presence and communication abilities, capable of influencing senior leaders both internally and within partner organizations.

• Proactive approach in fast-paced, high-growth environments, with comfort in managing ambiguity and changing priorities.

• Experience in developing partnership strategies, operational frameworks, and scalable GTM motions.

• In-depth understanding of enterprise sales cycles, partner ecosystem dynamics, and methods for driving joint revenue through indirect channels.

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

• Willingness to leverage AI to enhance their skills and improve their work—showing curiosity, a desire to learn, and sound judgment in applying AI responsibly for increased efficiency and impact.

🏝️ Benefits

• 100% covered medical, dental, and vision benefits, including dependents coverage.

• 16 weeks of paid parental leave for all new parents.

• Health & wellness and remote workplace stipends.

• Family planning benefits.

• 401(k) matching.

• Flexible work hours and location.

• Open PTO policy.

• 11 paid holidays in the US.