Director of Strategic GSI Partners

📋 Description

• Cultivate and enhance executive relationships with leaders in cybersecurity, GRC, and managed services across Accenture, Deloitte, PwC, EY, and other key GSIs to forge trusted, long-lasting partnerships.

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

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

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

• Support partner success by equipping alliance teams, solution architects, and sales personnel to effectively position Vanta's products within their organizations.

• Enhance scalable GTM strategies through co-branded content, executive roundtables, whitepapers, thought leadership, and industry-specific strategies that facilitate joint pipeline growth.

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

• Establish metrics, reporting structures, and success criteria to monitor partnership performance and illustrate business impact.

• Broaden Vanta's GSI footprint into new sectors and regional teams based on early successes, aiming for GSI partnerships to contribute over 30% of new ARR bookings in the long run.

• Travel globally across the Americas, EMEA, and APJ to foster relationships, support partner initiatives, and promote strategic collaboration.

⛳️ Requirements

• Over 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 ability to navigate and influence large, complex organizations such as Accenture, Deloitte, PwC, and EY.

• History of establishing high-impact partnerships that produce measurable pipeline and revenue outcomes, ideally in a zero-to-one or early-stage partnership context.

• Ability to think strategically while being hands-on with tactical execution.

• Outstanding cross-functional collaboration skills, with proven experience working effectively 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 mindset in fast-paced, high-growth environments, comfortable managing ambiguity and shifting priorities.

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

• Comprehensive understanding of enterprise sales cycles, partner ecosystem dynamics, and strategies to drive joint revenue through indirect channels.

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

• Open to leveraging AI to enhance skills and strengthen work performance—showing curiosity, a willingness to learn, and sound judgment in applying AI responsibly to boost efficiency and impact.

🏝️ Benefits

• Comprehensive medical, dental, and vision benefits fully covered, including dependents.

• 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.