Director of Strategic GSI Partners

🕒 May 13

🇺🇸 United States – Remote

💵 $275k - $330k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Vanta

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

📋 Compliance

🔐 Security

☁️ SaaS

💰 $40M Series B on 2022-10

Compliance • Security • SaaS

Vanta is a trust management platform that streamlines compliance workflows and enhances security programs for businesses. By leveraging automation, Vanta helps companies achieve and maintain compliance with frameworks like SOC 2, ISO 27001, and GDPR. It offers solutions for companies of all sizes, from startups to enterprises, ensuring security and compliance at scale. With integrations with over 375 tools, Vanta leverages AI to simplify tasks such as questionnaire automation and vendor risk management. Vanta empowers service providers and auditors to deliver efficient and satisfactory experiences, helping businesses build trust with their clients and partners.

📋 Description

• 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.

🎯 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, 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.

🏖️ Benefits

• 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