VP, Channel & Strategic Partnerships
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.