Channel Manager - job 1 of 2

As a Channel Manager at Vanta, you will be responsible for overseeing your book of channel partners, strategizing to generate pipeline, facilitating co-selling efforts, and ensuring that partners receive top-notch training and guidance. You will need to maintain updated records in Salesforce while building strong relationships with partners across North America.

To excel as a Channel Manager at Vanta, you'll need at least 4 years of experience in the software or SaaS sector. A strong background in operations, exceptional teamwork skills, and a customer-centric approach are essential for successfully navigating this role as you work closely with various stakeholders.

Vanta empowers its Channel Managers by providing detailed training, access to resources for partner enablement, and a collaborative environment where you can connect with team members across various functions. Regular updates and pipeline generation progress checks also ensure that you remain informed and equipped to reach your goals.

Yes, as a Channel Manager at Vanta, you should be prepared to travel as needed for partner events and conferences. This travel will help strengthen your partnerships and ensure effective collaboration with key stakeholders in the region.

Vanta provides a comprehensive benefits package for its Channel Managers, including 100% coverage for medical, dental, and vision, generous parental leave, health and wellness stipends, flexible work hours, an open PTO policy, and a competitive 401(k) matching plan, ensuring that you are well taken care of while driving security initiatives.

In approaching relationships with channel partners, I prioritize open communication and trust-building. I start by understanding their unique business needs and objectives, ensuring that we align on goals that promote mutual success. Regular check-ins and providing value through resources and support are crucial.

To generate pipeline through channel partnerships, I would implement a targeted strategy that includes joint marketing initiatives, regular training sessions for partners, and clearly defined co-selling opportunities. Monitoring progress and adapting tactics based on feedback will ensure continuous improvement.

Yes, once I collaborated closely with a partner who was struggling to understand our offerings. I organized comprehensive training and provided ongoing support. As a result, they not only started to sell our solutions effectively but also exceeded their sales targets within three months.

I utilize Salesforce to actively manage my portfolio by regularly updating records, setting reminders for follow-ups, and tracking sales performance metrics. This systematic approach allows me to maintain a clear overview of opportunities and ensure timely action on pipeline generation.

My customer-focused approach involves actively listening to partner feedback, understanding their goals, and aligning our efforts to support their needs. I maintain transparency and provide ongoing assistance to ensure they feel valued and equipped to succeed with Vanta’s solutions.

Key metrics I focus on include opportunity conversion rates, revenue generated through partnerships, partner satisfaction scores, and the level of engagement in co-marketing efforts. These metrics give clear insights into the health and productivity of our partner relationships.

I facilitate co-selling with the account executive team by organizing joint meetings, aligning on messaging, and ensuring that each party understands their roles. I also provide regular updates on partner readiness to engage in co-selling efforts, which strengthens collaboration.

I adapt to changes in the market by staying informed through industry news, partner feedback, and competitive analysis. Regularly reassessing our strategies and being open to pivoting our approach allows me to remain agile and responsive to partner needs.

In addition to Salesforce, tools like communication platforms (e.g., Slack or Zoom) and project management software (e.g., Asana or Trello) are invaluable. They enhance collaboration, streamline communication, and help track progress on initiatives with partners effectively.

I prioritize partnerships based on their potential impact on revenue, strategic alignment with Vanta’s goals, and the level of engagement they show. Regular assessments and establishing clear criteria help ensure that I focus on the partnerships that will drive significant results.