Channel Account Executive (APAC)

About Bitwarden

Bitwarden provides enterprises, developers, and individuals with secure solutions for storing and sharing sensitive information. With an open-source and transparent approach to password management, secrets management, and innovative passwordless technologies, Bitwarden helps users implement strong security practices across all online activities. Established in 2016 and headquartered in Santa Barbara, California, Bitwarden is supported by a global community of security professionals and enthusiasts.

Role Summary

We are looking for an energetic and driven Channel Account Executive (AE) focused on developing partnerships primarily in Canada, working remotely from the APAC region. The role involves managing lead flow, closing deals, recruiting new partners, and creating targeted go-to-market strategies.

Key Responsibilities

• Collaborate with the Head of Channel Sales to grow partnerships in the Americas region.
• Prepare and deliver timely quotes and pricing to channel partners.
• Manage the deal registration process efficiently.
• Oversee the channel-first targeted regions, supporting Bitwarden's strategic approach.
• Identify and develop sales leads within assigned territories, enabling partners to capitalize on opportunities.
• Build and maintain strong relationships with key resellers while ensuring their alignment with Bitwarden’s goals.
• Provide technical and sales training to emerging partners to enhance their capabilities.
• Work alongside marketing teams to implement joint campaigns that increase brand visibility and channel sales.
• Conduct sales discussions with partners and prospective customers to assist in the sales cycle and provide product expertise.
• Create and maintain regional partner plans mapping strengths and target opportunities by partner specialties and account focus.

Candidate Profile

• Fluent in English with excellent communication skills.
• Proven track record delivering consistent results in quota-driven roles.
• Bachelor’s degree in Business, Marketing, or a similar discipline.
• 2-4 years’ experience in partner development, account management, or channel management.
• Demonstrated ability to establish and sustain strong reseller partnerships.
• Self-driven and proactive with a focus on problem-solving and achieving measurable outcomes.
• Skilled in managing lead flow from both inbound and outbound sources between partners and sales teams, with clear pipeline communication.
• Experience collaborating with marketing to plan and implement partner events, campaigns, and business plans with defined KPIs.

Interview Process

• Initial screening with Recruiting Manager.
• Interview with Head of Channel Sales.
• Discussion with Chief Sales Officer.
• Interview with Head of Sales Enablement.
• Final meeting with CEO.
• Reference verification.

Why Join Bitwarden?

• Contribute to a secure internet by supporting users ranging from individuals to large enterprises.
• Gain expertise in the expanding security and open-source technology sectors.
• Grow your skills in demand generation and product-led growth within a fast-paced startup environment.
• Join a remote, diverse, and highly motivated global team committed to excellence.