About the role
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
* Own the global channel strategy and number, delivering partner-sourced and partner-influenced revenue in a high-growth environment. * Scale the channel organization from its current stage into a mature, repeatable engine, evolving partner programs, tiering, and operating cadence as the business grows. * Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, expanding headcount and coverage as the business scales. * 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, to accelerate co-sell motions and consumption-based growth. * Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create joint value. * Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable growth. * Partner cross-functionally with Direct Sales, Marketing, and Product to align the channel motion with GTM priorities 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 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.