Director of Strategic GSI Partners

Role Overview

• Build and deepen executive relationships with cybersecurity, GRC, and managed services leaders at Accenture, Deloitte, PwC, EY, and other strategic GSIs to establish trusted, long-term partnerships.
• Integrate Vanta's solutions into GSI go-to-market programs and ecosystem initiatives, enrolling Vanta into relevant alliance programs to embed our offerings in partner GTM motions.
• Lead joint strategy and value mapping workshops to align Vanta's Compliance, Third-Party Risk Management, and AI capabilities with GSI service lines and identify lighthouse opportunities.
• Define and execute a strategic roadmap for GSI partnerships, establishing near
• and long-term milestones that drive measurable business impact—from pipeline influence to sourced revenue.
• Enable partner success by training alliance teams, solution architects, and sellers to position Vanta's products effectively within their organizations.
• Scale repeatable GTM motions through co-branded content, executive roundtables, whitepapers, thought leadership, and vertical-specific plays that drive joint pipeline growth.
• Partner cross-functionally with Sales, Solutions Engineering, Marketing, Product, and Executive teams to ensure alignment and remove barriers to joint success.
• Establish metrics, reporting frameworks, and success criteria to track partnership performance and demonstrate business impact.
• Expand Vanta's GSI presence into new verticals and regional teams based on early wins, targeting GSI partnerships to contribute 30%+ of new ARR bookings over time.
• Travel globally across the Americas, EMEA, and APJ to build relationships, support partner initiatives, and drive strategic collaboration.

Requirements

• 15+ years of experience in strategic alliances, global partnerships, or GSI engagement—ideally in cybersecurity, compliance, or enterprise SaaS, or directly from a GSI
• Proven success navigating and influencing large, matrixed organizations like Accenture, Deloitte, PwC, and EY
• Track record of building high-impact partnerships that deliver measurable pipeline and revenue results, ideally in a zero-to-one or early-stage partnership environment
• Demonstrated ability to think strategically while remaining hands-on with tactical execution
• Exceptional cross-functional collaboration skills with experience partnering effectively with Sales, Marketing, Product, Solutions Engineering, and Executive teams
• Strong executive presence and communication skills, with the ability to influence senior leaders both internally and at partner organizations
• Bias for action in fast-paced, high-growth environments with comfort managing ambiguity and evolving priorities
• Experience developing partnership strategies, operational frameworks, and repeatable GTM motions at scale
• Deep understanding of enterprise sales cycles, partner ecosystem dynamics, and how to drive joint revenue through indirect channels
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• 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.

Tech Stack

• Cyber Security

Benefits

• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks 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