VP, Global Channels

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. What You'll Do 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 What You'll Bring 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 Compensation Annual Base Salary Range: $215,000 - $245,000 + variable Base pay is one component of Kiteworks' competitive Total Rewards package, which includes performance-based bonus, equity, and the benefits listed below Benefits & Perks Equity - stock options to share in company success Healthcare 3 Cigna plans (PPO, EPO, HDHP) 90% covered (PPO/EPO) + $0 premium HDHP $1,200–$2,400 HSA contribution Competitive dental and vision coverage Savings & Retirement FSA + Dependent Care FSA 401(k) with 100% match (up to $5K), immediate vesting Coverage - Fully paid life & disability insurance Family Benefits 16 weeks (birthing) / 8 weeks (non-birthing) $10K life time reimbursement fertility benefit Care & Support - One Medical membership + EAP counseling Time Off & Flexibility Unlimited PTO + 10 holidays 10 work-from-anywhere days Perks - Catered lunches + in-office massage days Commitment to Equal Opportunity & Inclusion Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. Other Requirements Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings: Kiteworks Background Check: This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter. Please note that this role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position.