Director of Strategic GSI Partners

Responsibilities

• 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.
• Lead joint strategy and value mapping workshops to align Vanta's Compliance, Third-Party Risk Management, and AI capabilities with GSI service lines.
• Define and execute a strategic roadmap for GSI partnerships, establishing milestones that drive pipeline influence to sourced revenue.
• Enable partner success by training alliance teams, solution architects, and sellers.
• Scale repeatable GTM motions through co-branded content, executive roundtables, whitepapers, and vertical-specific plays.
• Partner cross-functionally with Sales, Solutions Engineering, Marketing, Product, and Executive teams.
• Establish metrics, reporting frameworks, and success criteria to track partnership performance.
• Expand Vanta's GSI presence into new verticals and regional teams, targeting 30%+ of new ARR bookings.

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.
• Demonstrated ability to think strategically while remaining hands-on with tactical execution.
• Exceptional cross-functional collaboration skills with Sales, Marketing, Product, Solutions Engineering, and Executive teams.
• Strong executive presence and communication skills.
• Bias for action in fast-paced, high-growth environments.
• Experience developing partnership strategies, operational frameworks, and repeatable GTM motions at scale.
• Deep understanding of enterprise sales cycles, partner ecosystem dynamics, and joint revenue through indirect channels.

Compensation & Benefits

• Industry-competitive compensation.
• 100% covered medical, dental, and vision benefits with dependents coverage.
• 16 weeks paid parental leave.
• 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.