VP, Channel & Strategic Partnerships

<div class="p-pdf_viewer_thumbnail"> <div data-page-number="1">&nbsp;</div> <div data-page-number="2">&nbsp;</div> </div> <div id="pdf_viewer" class="p-pdf_viewer__content"> <div class="p-pdf_iframe__page" data-page-number="1"> <div class="textLayer" data-main-rotation="0"><strong>VP, Channel Sales</strong><br>Bitwarden | Remote</div> <div class="textLayer" data-main-rotation="0"><br><strong>About the Role</strong><br>Bitwarden is scaling its global partner ecosystem on the path to $200M ARR, and we’re hiring a VP of Channel<br>Sales to own it. This leader will build and drive our worldwide channel strategy across resellers, distributors,<br>MSPs/MSSPs, cloud marketplaces, and strategic alliances—turning partners into a primary engine of new<br>bookings. Reporting to the CRO, you’ll set the vision, build the team, and deliver partner-originated revenue at<br>scale.</div> <div class="textLayer" data-main-rotation="0"><br><strong>What You’ll Do</strong><br>• Own the global channel strategy and number, delivering partner-sourced and partner-influenced ARR against<br>aggressive growth targets.<br>• Scale the channel organization from its current stage into a mature, repeatable engine—maturing partner<br>programs, tiering, and operating cadence as the business grows toward $200M ARR.<br>• Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, growing<br>headcount and coverage in step with revenue.<br>• Develop and scale relationships with VARs, VADs, and distribution partners across international markets.<br>• Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenue<br>partner economics.<br>• Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace and<br>Microsoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.<br>• Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create<br>joint value.<br>• Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable<br>growth.<br>• Partner cross-functionally with Direct Sales, Marketing, and Product to align channel motion with GTM<br>priorities and avoid conflict.<br>• Own partner performance analytics—pipeline coverage, partner-sourced pipeline, win rates, and ROI.<br>What You Bring<br>• 12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and<br>running multi-region teams.<br>• Demonstrated success scaling a channel organization—taking a partner program from early or mid-stage to a<br>mature, predictable revenue contributor (e.g., growing partner-originated ARR to 25%+ of new bookings).<br>• International channel experience spanning VARs and VADs across multiple regions.<br>• Deep MSP and MSSP experience, including building and scaling recurring-revenue partner programs.<br>• Cloud Service Provider and marketplace experience, including AWS Marketplace and Microsoft Azure<br>Marketplace co-sell and listing motions.<br>• Strong alliance and strategic partnership experience (technology/ISV/cloud).<br>• Experience building, structuring, and leading distributed, multi-region channel teams through periods of rapid<br>growth.<br>• Executive-level communication and cross-functional leadership skills.</div> </div> <div class="p-pdf_iframe__page" data-page-number="2"> <div class="textLayer" data-main-rotation="0">• Cybersecurity or security software experience strongly preferred.<br>• Willingness to travel internationally as needed.</div> <div class="textLayer" data-main-rotation="0">&nbsp;</div> <div class="textLayer" data-main-rotation="0"> <p><strong>A FEW REASONS TO WORK WITH US</strong></p> <ul> <li>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.</li> <li>Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software.</li> <li>Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.</li> <li>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.</li> </ul> </div> </div> </div> <p>&nbsp;</p>