VP, Channel – Strategic Partnerships

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 Ghost score 11%

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Bitwarden

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

Cybersecurity • SaaS • Enterprise

Bitwarden is a trusted password manager that provides secure digital solutions for individuals, families, and businesses. It offers tools for securely storing, managing, and sharing sensitive online data such as passwords, passkeys, and credit cards, utilizing zero knowledge, end-to-end encryption technology. Bitwarden's services include enterprise-level security features such as secrets management for development, DevOps, and IT teams, with additional functionalities for passwordless authentication. The platform supports cross-platform access, is open source, and adheres to strict compliance standards including GDPR, SOC 2, and HIPAA.

📋 Description

• Own the global channel strategy and number, delivering partner-sourced and partner-influenced revenue • Scale the channel organization into a mature, repeatable engine, evolving partner programs, tiering, and operating cadence • 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, including AWS Marketplace and Microsoft Azure Marketplace • Establish and expand strategic alliance partnerships across technology, ISV, and cloud • Design partner program tiers, incentives, deal registration, and co-selling frameworks • Partner cross-functionally with Direct Sales, Marketing, and Product to align channel activities with GTM priorities • Own partner performance analytics, including pipeline coverage, partner-sourced pipeline, win rates, and ROI

🎯 Requirements

• 12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and running multi-region teams • Track record of scaling a channel organization from early or mid-stage to a mature, predictable revenue contributor • 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 across technology, ISV, and cloud • Experience building, structuring, and leading distributed, multi-region channel teams through rapid growth • Executive-level communication and cross-functional leadership skills • Cybersecurity or security software experience strongly preferred • Willingness to travel internationally as needed

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