Bitwarden: Channel Account Executive (EMEA)
Headquarters: Remote, UK
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 AE to join our team. This role will focus primarily on fostering partnerships in EMEA. In your role, you will be responsible for managing lead flow, closing deals, recruiting partners, and developing geographical go-to-market plans.
Note: This is an all-remote team and we are looking for someone located in the UK.
Responsibilities
- Assist the head of Channel Sales in developing partnerships in EMEA.
- Provide quotes and pricing to partners in a timely manner.
- Manage the deal registration process.
- 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.
- Deliver technical and sales training to emerging partnerships.
- 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.
- Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities.
What You Bring to Bitwarden
- Fluency in English.
- Consistent results in a quota-based role.
- Bachelor’s degree in Business, Marketing, or a related field.
- 2-4 years of experience in partner development, account management, or channel management.
- Proven ability to build and maintain strong relationships with resellers.
- Self-motivated, with a proactive approach to problem-solving and a results-oriented mindset.
- Ability to track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team.
- Proactive communication with Bitwarden sales leaders on the channel pipeline and forecast.
- Ability to work closely with marketing to deliver marketing events, programs, and campaigns that create interest and awareness among partners’ customers.
- Ability to build and execute joint partner business plans with measurable success.
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.
Why Work With Us
- Purpose-driven work: 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.
- Market expertise: Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open-source software.
- Professional growth: Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.
- Global collaboration: We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.