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

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.

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!

Director, Channel & Alliances – EMEA

Key skills