Director of Strategic GSI Partners

🕒 Maio 13

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $275.000 - $330.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Vanta

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2018

📋 Conformidade

🔐 Segurança

☁️ SaaS

💰 $40.000.000 Series B em 2022-10

Compliance • Security • SaaS

A Vanta é uma plataforma de gerenciamento de confiança que simplifica fluxos de trabalho de conformidade e aprimora programas de segurança para empresas. Ao alavancar a automação, a Vanta ajuda as empresas a alcançarem e manterem conformidade com estruturas como SOC 2, ISO 27001 e GDPR. Ela oferece soluções para empresas de todos os tamanhos, desde startups até grandes corporações, garantindo segurança e conformidade em escala. Com integrações com mais de 375 ferramentas, a Vanta utiliza IA para simplificar tarefas como automação de questionários e gestão de risco de fornecedores. A Vanta capacita prestadores de serviço e auditores a oferecer experiências eficientes e satisfatórias, ajudando as empresas a construírem confiança com seus clientes e parceiros.

Descrição

• 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 to embed our offerings in partner GTM motions. • Lead joint strategy and value mapping workshops to align Vanta's Compliance, Third-Party Risk Management, and AI capabilities with GSI service lines and identify lighthouse opportunities. • Define and execute a strategic roadmap for GSI partnerships, establishing near- and long-term milestones that drive measurable business impact—from pipeline influence to sourced revenue. • Enable partner success by training alliance teams, solution architects, and sellers to position Vanta's products effectively within their organizations. • Scale repeatable GTM motions through co-branded content, executive roundtables, whitepapers, thought leadership, and vertical-specific plays that drive joint pipeline growth. • Partner cross-functionally with Sales, Solutions Engineering, Marketing, Product, and Executive teams to ensure alignment and remove barriers to joint success. • Establish metrics, reporting frameworks, and success criteria to track partnership performance and demonstrate business impact. • Expand Vanta's GSI presence into new verticals and regional teams based on early wins, targeting GSI partnerships to contribute 30%+ of new ARR bookings over time. • Travel globally across the Americas, EMEA, and APJ to build relationships, support partner initiatives, and drive strategic collaboration.

🎯 Requisitos

• 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, ideally in a zero-to-one or early-stage partnership environment • Demonstrated ability to think strategically while remaining hands-on with tactical execution • Exceptional cross-functional collaboration skills with experience partnering effectively with Sales, Marketing, Product, Solutions Engineering, and Executive teams • Strong executive presence and communication skills, with the ability to influence senior leaders both internally and at partner organizations • Bias for action in fast-paced, high-growth environments with comfort managing ambiguity and evolving priorities • Experience developing partnership strategies, operational frameworks, and repeatable GTM motions at scale • Deep understanding of enterprise sales cycles, partner ecosystem dynamics, and how to drive joint revenue through indirect channels • Must be authorized to work in the U.S. without the need for current or future employer sponsorship. • 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.

🏖️ Benefícios

• 100% covered medical, dental, and vision benefits with dependents coverage • 16 weeks paid parental Leave for all new parents • 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