VP, Channel & Strategic Partnerships

Oppurtuna; United States; Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Remote work

Job summary

Bitwarden is expanding its global partner ecosystem and is hiring a VP of Channel Sales to own the worldwide channel strategy. You will build the team, define programs, and drive partner-originated revenue across resellers, MSPs/MSSPs, and marketplaces.

You will report to the CRO, set the vision, and scale the channel to support $200M ARR with a focus on international expansion and strategic alliances.

Qualifications

• 12+ years in channel and partnership sales, with 5+ years in senior leadership.
• Experience scaling a channel program from early stage to mature revenue.
• International channel experience across multiple regions.
• Experience with MSPs/MSSPs, VARs, VADs, and cloud marketplaces.

Responsibilities

• Own the global channel strategy and deliver partner-sourced revenue against aggressive growth targets.
• Scale the channel organization into a mature, repeatable engine with tiering and cadence.
• Build and enable a multi-region channel team across Americas and EMEA.
• Develop and scale relationships with VARs, VADs, and distribution partners globally.
• Grow MSP/MSSP motion with recurring-revenue partner programs and margins.
• Drive marketplace partnerships (AWS, Azure) to accelerate co-sell motions and growth.

Skills

Channel leadership

Partnership sales

International sales

MSP/MSSP programs

Cloud marketplaces

Alliances

Executive communication

Job description

# VP, Channel & Strategic PartnershipsBitwardenUnited StatesPosted a day agoApply Now## DetailsLocationUnited States## Job SummarySales## Job DescriptionVP, Channel SalesBitwarden | RemoteAbout the RoleBitwarden is scaling its global partner ecosystem on the path to $200M ARR, and we’re hiring a VP of ChannelSales to own it. This leader will build and drive our worldwide channel strategy across resellers, distributors,MSPs/MSSPs, cloud marketplaces, and strategic alliances—turning partners into a primary engine of newbookings. Reporting to the CRO, you’ll set the vision, build the team, and deliver partner-originated revenue atscale.What You’ll Do• Own the global channel strategy and number, delivering partner-sourced and partner-influenced ARR againstaggressive growth targets.• Scale the channel organization from its current stage into a mature, repeatable engine—maturing partnerprograms, tiering, and operating cadence as the business grows toward $200M ARR.• Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, growingheadcount and coverage in step with revenue.• Develop and scale relationships with VARs, VADs, and distribution partners across international markets.• Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenuepartner economics.• Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace andMicrosoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.• Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and createjoint value.• Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictablegrowth.• Partner cross-functionally with Direct Sales, Marketing, and Product to align channel motion with GTMpriorities and avoid conflict.• Own partner performance analytics—pipeline coverage, partner-sourced pipeline, win rates, and ROI.What You Bring• 12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building andrunning multi-region teams.• Demonstrated success scaling a channel organization—taking a partner program from early or mid-stage to amature, predictable revenue contributor (e.g., growing partner-originated ARR to 25%+ of new bookings).• International channel experience spanning VARs and VADs across multiple regions.• Deep MSP and MSSP experience, including building and scaling recurring-revenue partner programs.• Cloud Service Provider and marketplace experience, including AWS Marketplace and Microsoft AzureMarketplace co-sell and listing motions.• Strong alliance and strategic partnership experience (technology/ISV/cloud).• Experience building, structuring, and leading distributed, multi-region channel teams through periods of rapidgrowth.• Executive-level communication and cross-functional leadership skills.• Cybersecurity or security software experience strongly preferred.• Willingness to travel internationally as needed.A FEW REASONS TO WORK WITH USOur user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations.Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software.Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world and take part in productive and fun meetups.