Bitwarden
VP, Channel & Strategic Partnerships
United States. Posted a month ago
The role
This leader will build and drive the worldwide channel strategy across resellers, distributors, MSPs/MSSPs, cloud marketplaces, and strategic alliances. You will set the vision, build the team, and deliver partner-originated revenue at scale.
What you will do
- Own the global channel strategy and number, delivering partner-sourced and partner-influenced revenue.
- Scale the channel organization into a mature, repeatable engine.
- Build, recruit, and enable a high-performing channel organization across the Americas and EMEA.
- 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-revenue partner economics.
- Drive Cloud Service Provider partnerships and marketplace strategy.
- Establish and expand strategic alliance partnerships.
- Design partner program tiers, incentives, deal registration, and co-selling frameworks.
- Partner cross-functionally with Direct Sales, Marketing, and Product.
- Own partner performance analytics.
Required qualifications
- 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.
- 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.
- Experience building, structuring, and leading distributed, multi-region channel teams.
- Executive-level communication and cross-functional leadership skills.
- Willingness to travel internationally as needed.
Nice to have
- Cybersecurity or security software experience
About the company
Bitwarden is scaling its global partner ecosystem.