亚太区渠道经理
Regional Channel Manager - APJ
在 Vanta，我们的使命是帮助企业在赢得和证明信任方面取得进展。我们相信安全需要持续监控和验证，我们赋能企业实践更佳的安全措施，并轻松证明其安全性。Vanta 有一支善良且才华横溢的团队，虽然一些成员有之前的安全经验，但许多人在没有相关经验的情况下也在 Vanta 取得成功。
作为 Vanta 通道与联盟团队的区域通道经理，你将深入参与中型市场销售流程——与销售经理和客户经理并肩工作，推动通过渠道合作伙伴带来的销售线索和受合作伙伴影响的销售线索。
这是一个现场执行岗位。你将利用合作伙伴生态系统来扩大直接销售覆盖范围，与区域经销商、VAR 和 MSP 合作销售，打开新机会，加速交易，并扩大 Vanta 在市场中的影响力。你不会远程管理合作伙伴关系——你会在现场、在预测中、在会议中。
在 Vanta 担任通道经理的工作内容包括：
- 与销售经理和客户经理合作，通过渠道合作伙伴识别并追求重点客户，划分并完成你所负责区域的覆盖
- 与区域合作伙伴销售团队进行客户映射会议，将关系转化为销售线索
- 与合作伙伴代表合作，推进并完成由合作伙伴带来或影响的交易
- 帮助区域和二级合作伙伴有效开展 Vanta 的市场推广——产品定位、竞争背景和交易支持
- 在 Salesforce 中维护干净、准确的销售线索数据——合作伙伴归因、机会阶段和预测卫生是该职位的核心
- 在交易结束时与合作伙伴客户经理紧密协调，确保客户顺利交接
- 参加每周销售小组同步会议，并根据当前的合作伙伴销售线索数据为高级管理层提供预测支持
在这个职位上取得成功需要：
- 4 年以上软件或 SaaS 领域的渠道或合作伙伴经验
- 在直接销售团队旁边进行合作销售的明确能力——你懂得如何与销售经理和客户经理合作，而不仅仅是绕过他们
- 有与经销商、VAR 或 MSP 合作的经验
- 理解 IT 渠道生态系统以及合作伙伴如何销售和服务客户
- 精通 Salesforce，并对数据卫生和归因准确性有真正的承诺
- 强大的跨职能协作能力——你能够与销售、市场和运营部门良好合作
- 有使用 Crossbeam 或类似平台的经验
查看英文原文
At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.
As a Regional Channel Manager on Vanta's Channel & Alliances team, you'll be embedded in the mid-market sales motion — working shoulder-to-shoulder with sales managers and account executives to drive partner-sourced and partner-influenced pipeline across the segment.
This is a field execution role. You'll use the partner ecosystem as a multiplier on direct sales coverage, co-selling with regional resellers, VARs, and MSPs to open doors, accelerate deals, and expand Vanta's presence in the market. You won't be managing partner relationships from a distance — you'll be in the field, in the forecast, and in the room.
What you’ll do as a Channel Manager at Vanta:
- Partner with sales managers and AEs to identify and pursue named accounts through channel partners, dividing and conquering coverage across your segment
- Facilitate account mapping sessions with regional partner sales teams, turning relationships into pipeline
- Co-sell with partner reps to advance and close partner-sourced and partner-influenced deals
- Enable regional and tier-2 partners to go to market with Vanta effectively — product positioning, competitive context, and deal support
- Maintain clean, accurate pipeline data in Salesforce — partner attribution, opportunity staging, and forecast hygiene are core to this role
- Coordinate closely with Partner Account Managers at deal close to ensure smooth customer handoffs
- Participate in weekly sales pod syncs and contribute to the FLM's forecast with current partner pipeline data
How to be successful in this role:
- 4+ years of channel or partner experience in software or SaaS
- Proven ability to co-sell alongside direct sales teams — you know how to work with sales managers and AEs, not just around them
- Experience with resellers, VARs, and/or MSPs
- Understanding of the IT channel ecosystem and how partners sell and serve customers
- Salesforce proficiency and a genuine commitment to data hygiene and attribution accuracy
- Strong cross-functional collaboration skills — you work well with sales, marketing, and operations
- Experience with Crossbeam or similar partner ecosystem intelligence tools
- Background in GRC, compliance, or security SaaS
- Experience operating within a structured, play-based GTM motion
- 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 you can expect as a Vanta’n:
- Industry-competitive salary and equity
- Healthcare stipend towards health insurance for you and your dependents
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who attend the office
- 20 days of Annual Leave per year
- 9 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
#LI-hybrid
At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
About Vanta
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
Referral Instructions
If you are being referred for the role, please contact that person to apply on your behalf.