VP, Channel & Strategic Partnerships
The posting
VP, Channel & Strategic Partnerships
Bitwarden | Remote
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.
What You'll Do
- 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 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 the 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.
- 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).
- 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.
Taken from Bitwarden's own posting, last seen live on 31 Oct 2026.
The application
Your details, then 2 questions (1 written).
- 1.Why are you interested in working at Bitwarden?Written answer
- 2.Do you require visa sponsorship now or in the future?Yes or no
From Bitwarden's apply page, checked 30 Oct 2026.
About Bitwarden
Sells an open source password, passkey and secrets manager to teams and enterprises, with a free tier for individuals.
Pay schedule: Remote employment with base pay and uncapped variable compensation, as its one priced sales posting describes.
Built pipeline through partners before?
Hiring managers ask us for sellers with a certain segment, territory or track record. Fill in one profile, and when a seat matches it we make the introduction, never without your yes. It costs you nothing.
Bitwarden sales openings in your inbox
We look at Bitwarden's careers page every hour. Once a week you get its newest sales openings, plus close matches at other companies. Free, and one click stops it.