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Vanta Logo Vanta · Sales

Director, Strategic Channel Sales (VARs)

United States 283000.00 - 333000.00 USD / Year · Job Posted February 21, 2026
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Job Description

As the Director, Strategic Channel Sales (VARs) at Vanta, you will lead our go-to-market strategy and team execution across this critical partner segment. This is a high-impact leadership role within our Channel Partnerships organization, focused on building and scaling our business with major resellers in the security and compliance ecosystem. You’ll directly manage a team of Strategic Channel Managers who own relationships with Vanta’s top partners. You’ll be responsible for developing our strategy, supporting execution, and driving measurable revenue impact through resale, co-sell, and referral motions. This person will play a foundational role in shaping how Vanta builds, supports, and expands our reseller channel long-term.

Job Responsibility

  • Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through key VARs
  • Define and execute our reseller strategy across North America, collaborating with our EMEA and APJ leadership for global alignment
  • Develop strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
  • Align cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support your team in driving performance
  • Own top-line team goals for partner-sourced revenue, pipeline generation, and partner activation
  • Partner with RevOps and Systems to ensure clear tracking, attribution, and operational scalability
  • Provide coaching and support for team members, while driving accountability and execution consistency
  • Play a key leadership role in shaping the future of Vanta’s channel program and go-to-market approach with strategic resellers

Requirements

  • 7–12 years of experience in channel sales, strategic partnerships, or business development
  • at least 3+ years of direct team management experience
  • proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
  • deep understanding of reseller sales cycles, incentive models, and co-sell motions
  • strong track record of building, managing, and developing high-performing channel teams
  • excellent cross-functional collaboration skills, especially with Sales, RevOps, Marketing, and Executive stakeholders
  • comfortable in a fast-moving, high-growth environment with a strong bias toward action
  • 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

What we offer

  • Offers Equity
  • medical benefits
  • 401(k) plan
  • other company perk programs
  • comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
  • 16 weeks fully-paid Parental Leave for all new parents
  • Health & wellness stipend
  • Remote workspace, internet, and cellphone stipend
  • Commuter benefits for team members who report to the SF and NYC office
  • Family planning benefits
  • Matching 401(k) contribution with immediate vesting
  • Flexible PTO policy, plus 80 hours of Sick Time
  • 11 company-paid holidays
  • Virtual team building activities, lunch and learns, and other company-wide events
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