VP, Channel & Strategic Partnerships
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Before you apply
LocationUS Remote, United States
Work moderemote
Typefull-time
SeniorityVP
Experience12+ yrs
DepartmentSales
Company size201–500 people
PostedOct 6, 2026 · 1mo ago
Verified live3d ago
At a glanceSummarised by Seekless from the posting.
12+ years in channel and partnership sales
5+ years in senior channel leadership roles building and running multi-region teams
Track record of scaling a channel organization from early/mid-stage to mature, predictable revenue contributor (growing partner-originated revenue 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 Azure Marketplace 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 rapid growth
Executive-level communication and cross-functional leadership skills
Cybersecurity or security software experience
Willingness to travel internationally as needed
VP, Channel & Strategic Partnerships
Bitwarden | Remote
About the Role
Bitwarden is scaling its global partner ecosystem, and we’re hiring a VP of Channel & Strategic Partnerships 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 new business. Reporting to the CRO, you’ll set the vision, build the team, and deliver partner-originated revenue at scale.
What You’ll Do
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Own the global channel strategy and number, delivering partner-sourced and partner-influenced revenue in a high-growth environment.
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Scale the channel organization from its current stage into a mature, repeatable engine, evolving partner programs, tiering, and operating cadence as the business grows.
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Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, expanding headcount and coverage as the business scales.
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Develop and scale relationships with VARs, VADs, and distribution partners across international markets.
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Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenue partner economics.
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Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace and Microsoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.
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Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create joint value.
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Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable growth.
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Partner cross-functionally with Direct Sales, Marketing, and Product to align the channel motion with GTM priorities and avoid conflict.
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Own partner performance analytics: pipeline coverage, partner-sourced pipeline, win rates, and ROI.
What You Bring
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12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and running multi-region teams.
•
A track record of scaling a channel organization, taking a partner program from early or mid-stage to a mature, predictable revenue contributor (e.g., growing partner-originated revenue 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 Azure Marketplace 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 rapid growth.
•
Executive-level communication and cross-functional leadership skills.
•
Cybersecurity or security software experience strongly preferred.
•
Willingness to travel internationally as needed.