Director, Channel & Alliances - EMEA

Director, Channel & Alliances - EMEA 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. Vanta is building the world's leading Trust Management Platform, helping thousands of companies automate security and compliance. We're experiencing rapid growth across EMEA, and partnerships are a critical growth engine—our channel partners drive both customer acquisition and expansion while delivering professional services that ensure mutual success. This is a unique opportunity to build and scale our partner ecosystem in a high-growth market at a transformational moment for the business. Partners play a critical role in the customer journey at Vanta. As our Channel leader in EMEA, you'll own the entire lifecycle of partnerships from identifying and securing new strategic partners to deepening and expanding relationships with existing ones. Our channel teams build, enable, and drive revenue with system integrators (SIs), value-added resellers (VARs), managed service providers (MSPs), auditor partners, and technology alliances. Our channel partners deliver both sales and professional services to our joint customers. Together, we make our customers successful in achieving their business outcomes. The Director, Channel & Alliances is an experienced leader who will drive execution in-region and support the global strategic vision and development. This role reports into our Global VP of Channel & Alliances and plays a key role in driving leads, new and expansion revenue, service delivery, customer results, and market expansion by building an ecosystem of partners and programs that deliver value to our customers. This role will be an in-office role, in London. What you’ll do as a Director, Channel & Alliances for the EMEA region at Vanta: - 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 How to be successful in this role: - 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 ... (truncated, view full listing at source)