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Bitwarden is scaling toward $200M ARR and seeking a VP of Channel Sales to build and lead a global partner ecosystem. Reporting to the CRO, you will own the complete channel strategy across resellers, distributors, MSPs/MSSPs, cloud marketplaces, and strategic alliances, transforming partners into a primary revenue engine.
Key responsibilities include:
- Owning global channel strategy and delivering partner-sourced and partner-influenced ARR against aggressive growth targets
- Scaling the channel organization from current stage into a mature, repeatable engine with mature partner programs, tiering, and operating cadence
- Building, recruiting, and enabling a high-performing channel organization across Americas and EMEA, growing headcount and coverage in step with revenue
- Developing and scaling relationships with VARs, VADs, and distribution partners across international markets
- Growing the MSP and MSSP motion, including program structure, margin models, and recurring-revenue partner economics
- Driving Cloud Service Provider partnerships and marketplace strategy (AWS Marketplace, Microsoft Azure Marketplace) to accelerate co-sell motions and consumption-based growth
- Establishing and expanding strategic alliance partnerships (technology, ISV, cloud) to extend reach and create joint value
- Designing partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable growth
- Partnering cross-functionally with Direct Sales, Marketing, and Product to align channel motion with GTM priorities
- Owning partner performance analytics—pipeline coverage, partner-sourced pipeline, win rates, and ROI
Bitwarden is a security software company with a passionate user community. The role offers opportunity to build expertise in security and open-source software markets, work remotely with a global team, and participate in company meetups.
REQUIREMENTS:
- 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 from early or mid-stage to 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
