Vanta

Director, Channel & Alliances – EMEA

Vanta

full-time

Posted on:

Location Type: Hybrid

Location: London • United Kingdom

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Job Level

Lead

About the role

  • Drive the day-to-day execution of our EMEA Channel strategy
  • Build and lead a team that recruits, enables, and scales partnerships with hundreds of channel and alliance partners across EMEA
  • Own the onboarding, adoption, and satisfaction of partners, as well as the satisfaction of our customers as it relates to partner work
  • Develop and execute joint business plans with strategic partners, establishing clear success metrics, QBR processes, and mutual accountability frameworks
  • Deliver against annual and quarterly pipeline, revenue, and engagement goals for partners
  • Work closely with Vanta leadership to help define the forward-looking strategy for the evolution of Vanta's partner approach in EMEA
  • Work closely with GTM, Sales, Marketing, Enablement, and Product teams to build seamless partner and customer experiences that drive joint success
  • Advance the skills and careers of our managers and individual contributors
  • Represent the business and the leadership team to partners

Requirements

  • Ability to leverage previous experience driving channel sales ideally within the same product category
  • Experience negotiating complex partnership agreements, including commercial terms, margins, incentive structures, and rules of engagement
  • Rigorous command of the key metrics of the business
  • Track record of accurate pipeline forecasting and delivering against revenue targets
  • Proven ability to coach teams using value-based selling frameworks like Command of the Message or MEDDIC
  • A high bar for inspection, evolution, and execution in the business
  • Succinct, concise, and compelling written and verbal communication
  • Executive presence with ability to influence C-level stakeholders at partner organizations and represent Vanta at industry events and partner forums
  • Impeccable cross-functional partnerships
  • Understanding of how to leverage GTM resources including Enablement and Revenue Operations to further the work of the team
  • Strong eye for talent, both in hiring and in advancing the careers of team members
  • Independent operator, capable of leading a team in a rapidly changing high-growth environment
  • 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.
Benefits
  • 100% covered medical, dental, and vision benefits with dependents coverage
  • 16 weeks paid Parental Leave for all new parents Health & wellness stipend
  • Remote workspace, internet, and mobile phone stipend
  • Commuter benefits for team members who attend the office
  • Pension matching
  • 25 days of Annual Leave per year and unlimited sick time
  • 8 company-paid holidays
  • Virtual team building activities, lunch and learns, and other company-wide events!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
channel salesnegotiating partnership agreementspipeline forecastingrevenue targetsvalue-based selling frameworksCommand of the MessageMEDDICbusiness metricscommercial termsincentive structures
Soft Skills
leadershipcoachingcommunicationinfluencecross-functional collaborationtalent evaluationindependent operationcuriosityadaptabilityexecutive presence