Senior Strategic Channel Manager (Cybersecurity)

TL;DR

Senior Strategic Channel Manager (Cybersecurity): Building and scaling strategic VAR partnerships across the EMEA security and compliance ecosystem with an accent on partner enablement, pipeline generation, and co-selling. Focus on developing executive relationships, executing joint account mapping, and driving net-new ARR through reseller channels.

Location: Hybrid role based in London, UK, with travel as needed for partner events and conferences.

Company

Vanta provides a Trust Management Platform that helps technology companies continuously monitor, improve, and prove their security and compliance.

What you will do

• Manage a portfolio of strategic VAR partnerships across the EMEA region.
• Develop executive relationships with major resellers and build direct relationships with individual VAR sellers.
• Execute go-to-market, enablement, and resale playbooks to generate consistent pipeline.
• Launch joint account mapping initiatives and coordinate co-selling with account executives and sales development representatives.
• Train partner teams and provide guidance on positioning and selling the platform.
• Share partner insights, go-to-market feedback, competitive intelligence, and pipeline updates to improve channel strategy.

Requirements

• 6+ years of experience in channel sales, strategic partnerships, or business development.
• Proven success working for or with large value-added resellers in the security or compliance sector.
• Deep understanding of reseller sales cycles, incentive models, and co-selling motions.
• Ability to operate effectively in a fast-moving, high-growth environment and contribute to strategy.
• Strong cross-functional collaboration and execution skills.
• Willingness to use AI responsibly to improve efficiency and impact.

Culture & Benefits

• Industry-competitive salary and equity.
• Medical, dental, and vision benefits with dependent coverage.
• 16 weeks of paid parental leave for all new parents.
• Health and wellness, remote workspace, internet, and mobile phone stipends.
• Pension matching, commuter benefits, 25 days of annual leave, and unlimited sick time.
• Virtual team-building activities, learning sessions, and company-wide events.