VP, Channel Sales Bitwarden | Remote About the Role Bitwarden is scaling its global partner ecosystem on the path to $200M ARR, and we’re hiring a VP of Channel Sales 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 bookings. 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 ARR against aggressive growth targets. • Scale the channel organization from its current stage into a mature, repeatable engine—maturing partner programs, tiering, and operating cadence as the business grows toward $200M ARR. • Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, growing headcount and coverage in step with revenue. • 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 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. • Demonstrated success scaling a channel organization—taking a partner program from early or mid-stage to a mature, predictable revenue contributor (e.g., growing partner-originated ARR 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. A FEW REASONS TO WORK WITH US * Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations. * Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software. * Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup. * We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world and take part in productive and fun meetups.

VP, Channel & Strategic Partnerships

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