Bitwarden is the trusted, open source password manager for individuals, teams, and enterprises. Securely store, share, and manage passwords, passkeys, and secrets. Free to start. Backed by Battery.
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. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 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)
More about this role
VP, Channel & Strategic Partnerships
Bitwarden | Remote
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.
- 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...
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