VP, Global Channels

Kiteworks•,

12h•$215,000 - $245,000•Remote

About The Position

Kiteworks is seeking a strategic, results-driven channel leader to join our team as VP of Global Channels. This role will report directly to the CRO and own the strategy, execution, and growth of Kiteworks' worldwide partner ecosystem.

Requirements

10+ years of channel sales and partner management experience, with at least 3–5 years in a senior leadership role overseeing a global or multi-regional team
Proven track record building and scaling channel programs that drive meaningful revenue growth in enterprise software, with experience in security, compliance, or content governance a strong plus
Deep expertise in partner economics, deal registration, MDF programs, and tiered partner frameworks
Strong executive presence with the ability to influence and build trust at the C-suite level — both internally and with strategic partners
Experience hiring, developing, and retaining a geographically distributed team of channel professionals
Demonstrated ability to co-develop go-to-market plans with partners and hold teams accountable to joint business plan commitments
Familiarity with channel sales in regulated industries (government, financial services, healthcare) preferred
Excellent communication, negotiation, and cross-functional collaboration skills
Ability to travel up to 40% for partner engagements, industry events, and team leadership
Ability to meet Kiteworks, customer, and/or government security screening requirements for this role.
This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.
This role is open to individuals who already have U.S. work authorization.
Visa sponsorship is not available for this position.

Nice To Haves

experience in security, compliance, or content governance a strong plus
Familiarity with channel sales in regulated industries (government, financial services, healthcare) preferred

Responsibilities

Define and execute Kiteworks' global channel strategy, including partner segmentation, tiering, and go-to-market motion across resellers, distributors, MSSPs, and technology alliances
Own global channel revenue targets, pipeline generation goals, and partner-sourced bookings across all regions
Build, lead, and develop a high-performing team of regional Channel Account Managers across the US, EMEA, and APAC
Recruit and onboard net-new strategic partners while deepening and expanding relationships with existing top-tier resellers
Design and scale partner programs, including incentive structures, enablement curricula, co-sell frameworks, and partner portal capabilities
Partner closely with Sales, Marketing, and Product to align channel strategy with overall go-to-market priorities and ensure partners are equipped to position and sell Kiteworks effectively
Lead executive-level business reviews with strategic partners, evaluating performance against revenue, pipeline, and enablement KPIs
Develop and manage the global channel budget, including MDF allocation and program investments
Represent Kiteworks at industry events, partner summits, and strategic customer engagements
Establish governance and compliance standards for partner data handling, ensuring all channel activity aligns with Kiteworks' security and data protection policies