Channel Sales Manager (EMEA)

Bitwarden empowers enterprises, developers, and individuals to securely store and share sensitive data. With a transparent, open-source approach to password management, secrets management, and passwordless and passkey innovations, Bitwarden makes it easy for users to extend robust security practices across all online activities. Founded in 2016 with headquarters in Santa Barbara, California, Bitwarden is supported by a passionate global community of security experts and enthusiasts. 

Bitwarden is seeking a dynamic and motivated Channel Manager to join our team. This role will focus primarily on fostering partnerships in targeted regions while also supporting direct-led regions through strategic collaboration and training initiatives with partners.

In your role, you will be responsible for achieving an assigned quota number while also managing lead flow, closing deals, recruiting partners and developing geographical go-to-market plans. Until Bitwarden sets up an EU headquarters and legal entity, this position will be filled with a full-time contractor.

RESPONSIBILITIES

• Responsible for targeted regions where Bitwarden has taken a channel-first strategy 
• Identify and cultivate sales leads within targeted regions, feeding these opportunities to resellers as needed
• Establish and nurture relationships with key resellers, enabling them to operate autonomously while ensuring alignment with Bitwarden's strategic goals
• Design and deliver training sessions for partners to enhance their understanding of Bitwarden products and services
• Collaborate with marketing teams to execute joint marketing efforts that drive brand awareness and sales through channel partners
• Conduct sales calls with partners and potential customers to support the sales process and provide product expertise
• Establish and nurture relationships with key resellers, enabling them to operate autonomously while ensuring alignment with Bitwarden's strategic goals

WHAT YOU BRING TO BITWARDEN

• Fluency in both English and German is preferred
• Consistent results in a quota-based role
• Bachelor’s degree in Business, Marketing, or a related field
• Self-starter and able to work independently with minimal supervision
• 3-5 years of experience in partner development, sales, or channel management, 
• Proven ability to build and maintain strong relationships with resellers
• Experience working with Global and boutique VARs
• Self-motivated, with a proactive approach to problem-solving and a results-oriented mindset
• Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
• Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast
• Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success
• Set financial goals for focus partners and ensure goal achievement 
• Drive multiple key channel initiatives in parallel across technical, professional services, and sales

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Selected candidates will be invited to schedule an introduction call and potentially progress through the following stages:

• Screening call with our Recruiting Manager
• Interview with Hiring Manager (Head of Channel Sales)
• Interview with our CSO
• Interview with our Head of Sales Enablement
• Final Interview with our CEO
• Reference Checks

A FEW REASONS TO WORK WITH US

• Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations.
• Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open-source software.
• Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.
• We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world and take part in productive and fun meetups.