VP, Channel & Strategic Partnerships

<div class="p-pdf_viewer_thumbnail"> <div data-page-number="1"> <p><strong>VP, Channel &amp; Strategic Partnerships</strong><br>Bitwarden | Remote</p> <p><strong>About the Role</strong></p> <p>Bitwarden is scaling its global partner ecosystem, and we're hiring a VP of Channel &amp; 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.</p> <p><strong>What You'll Do</strong></p> <ul> <li>Own the global channel strategy and number, delivering partner-sourced and partner-influenced revenue in a high-growth environment.</li> <li>Scale the channel organization from its current stage into a mature, repeatable engine, evolving partner programs, tiering, and operating cadence as the business grows.</li> <li>Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, expanding headcount and coverage as the business scales.</li> <li>Develop and scale relationships with VARs, VADs, and distribution partners across international markets.</li> <li>Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenue partner economics.</li> <li>Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace and Microsoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.</li> <li>Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create joint value.</li> <li>Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable growth.</li> <li>Partner cross-functionally with Direct Sales, Marketing, and Product to align the channel motion with GTM priorities and avoid conflict.</li> <li>Own partner performance analytics: pipeline coverage, partner-sourced pipeline, win rates, and ROI.</li> </ul> <p><strong>What You Bring</strong></p> <ul> <li>12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and running multi-region teams.</li> <li>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).</li> <li>International channel experience spanning VARs and VADs across multiple regions.</li> <li>Deep MSP and MSSP experience, including building and scaling recurring-revenue partner programs.</li> <li>Cloud Service Provider and marketplace experience, including AWS Marketplace and Microsoft Azure Marketplace co-sell and listing motions.</li> <li>Strong alliance and strategic partnership experience (technology/ISV/cloud).</li> <li>Experience building, structuring, and leading distributed, multi-region channel teams through periods of rapid growth.</li> <li>Executive-level communication and cross-functional leadership skills.</li> <li>Cybersecurity or security software experience strongly preferred.</li> <li>Willingness to travel internationally as needed.</li> </ul> </div> </div>