Regional Channel Manager - APJ
Drives partner-sourced and partner-influenced pipeline across the APJ mid-market segment by co-selling with regional resellers, VARs, and MSPs. The role requires at least four years of channel or partner experience, strong Salesforce discipline, and familiarity with the IT ecosystem and security SaaS.
About the job
Responsibilities
- Partner with sales managers and account executives to identify and pursue named accounts through channel partners.
- Facilitate account-mapping sessions with regional partner sales teams to turn relationships into pipeline.
- Co-sell with partner representatives to advance and close partner-sourced and partner-influenced deals.
- Enable regional and tier-2 partners to go to market with Vanta through product positioning, competitive context, and deal support.
- Maintain accurate pipeline data in Salesforce, including partner attribution, opportunity staging, and forecast hygiene.
- Coordinate with Partner Account Managers at deal close to ensure smooth customer handoffs.
- Participate in weekly sales-pod syncs and contribute current partner pipeline data to the FLM's forecast.
Requirements
- 4+ years of channel or partner experience in software or SaaS.
- Proven ability to co-sell alongside direct sales teams, including sales managers and account executives.
- Experience with resellers, VARs, and/or MSPs.
- Understanding of the IT channel ecosystem and how partners sell and serve customers.
- Salesforce proficiency and commitment to data hygiene and attribution accuracy.
- Strong cross-functional collaboration skills with sales, marketing, and operations.
- Experience with Crossbeam or similar partner ecosystem intelligence tools.
- Experience in GRC, compliance, or security SaaS.
- Experience operating within a structured, play-based GTM motion.
- Curiosity and sound judgment when using AI responsibly to improve efficiency and impact.
Compensation & Benefits
- Industry-competitive salary and equity.
- Healthcare stipend toward health insurance for employees and dependents.
- 16 weeks of paid parental leave for all new parents.
- Health and 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 company-wide events.
Skills
Channel Partnerships, SaaS, Resellers, Vars, Msps, Salesforce, Crossbeam, GRC, Compliance, Security Saas, Go-to-Market Strategy, AI
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