---
title: 'VP, Channel & Strategic Partnerships at Bitwarden'
canonical: 'https://feeny.ai/job/vp-channel-strategic-partnerships-bitwarden-united-states-4sz19jbbwkrx'
type: 'job'
last_seen: '2026-10-15'
---

# VP, Channel & Strategic Partnerships at Bitwarden

- **Company:** Bitwarden
- **Location:** United States
- **Work type:** remote
- **Posted:** 2026-10-06
- **Last confirmed live:** 2026-10-15
- **Apply:** https://bitwarden.com/careers/7820709003/?gh_jid=7820709003

## Job description

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.

## About Bitwarden

## Company Overview
- **One-liner**: Bitwarden provides open source password management, secrets management, and passwordless authentication solutions for individuals, teams, and enterprises.
- **Entity Type**: Private
- **Headquarters**: Santa Barbara, CA, USA
- **Founded**: 2016
- **Founders**: Kyle Spearrin

## Core Business
- **Primary industries**: Cybersecurity, password management, identity and access management
- **Target customers**: B2B (enterprise, SMB, developers) and B2C (individuals)
- **Mission**: Help people stay safe online; envision a world where no one gets hacked.

## Products & Services
- **Bitwarden Password Manager**: Cloud-based or self-hosted password manager with end-to-end encryption, available for individuals, families, teams, and enterprises. Includes breach reports, password health checks, and multi-factor authentication.  
- **Bitwarden Secrets Manager**: Centralized management of machine credentials, API keys, and other secrets for developers and DevOps teams.  
- **Bitwarden Passwordless.dev**: Developer API for building FIDO2 WebAuthn passkey authentication into websites and applications.

## Market Standing
- **Valuation/Market Cap**: Not publicly available
- **Key Metrics**: 80,000+ businesses and 15+ million users across 180+ countries and 50+ languages.
- **Notable Investors/Partners**: Not disclosed in available sources
- **Growth Signals**: #1 in G2 Enterprise User Satisfaction for 11 consecutive quarters; active community of 100,000+ members on GitHub, forums, and Reddit; expansion into secrets management and passwordless authentication.

## Competitive Advantages
- **Open source transparency**: All code is publicly auditable, building trust and enabling self-hosting.
- **Zero-knowledge encryption**: Data is encrypted before leaving the user’s device; Bitwarden servers never see plaintext data.
- **Self-hosting option**: Organizations can deploy on their own infrastructure for full control.
- **Compliance standards**: Meets or exceeds international security and privacy standards (SOC 2, GDPR, etc.).
- **Affordable pricing**: Generous free tier and competitive paid plans.

## Strategic Focus
- Accelerating passwordless authentication (passkeys, biometrics) and securing AI agent and machine identities.
- Expanding developer and DevOps tooling (Secrets Manager, Passwordless.dev).
- Continuing open source community growth and enterprise adoption.

## Why Work Here
- **Fully distributed, remote-first company** – no commute; company computer provided and $500 home office reimbursement.
- **Time off**: 20 days flexible PTO + 11 flexible holidays per year; extra week of vacation after four years.
- **Financial rewards**: 401(k) plan contributions; skill development reimbursement of $500 annually.
- **Health**: Medical, dental, and vision premiums covered (US); international benefits calculated into pay.
- **Culture**: Values of Gratitude, Responsibility, Innovation, and Trust (GRIT); regular remote team-building events.
- **Growth mindset**: Encouraged to learn and grow; $500 annual reimbursement for books, courses, etc.

## Sources
1. [Bitwarden Careers](https://bitwarden.com/careers/)
2. [Bitwarden About Us](https://bitwarden.com/about/)
3. [Bitwarden Homepage](https://bitwarden.com/)
4. [Bitwarden LinkedIn Jobs](https://www.linkedin.com/company/bitwarden1)
5. [Bitwarden Indeed Jobs](https://www.indeed.com/cmp/Bitwarden/jobs)

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