VP, Global Channels

Careers at KiteworksCurrent openings Back VP, Global ChannelsAMER Remote, United States · Permanent · HybridOverviewApplicationAbout this job Apply Share job Job description About Kiteworks  Kiteworks empowers organizations by ensuring secure and compliant data exchanges across all channels, including email, file sharing, APIs, and A.I. Agents. To this end, we created a platform that delivers data governance, compliance, and protection to customers. The platform controls, monitors, and protects every data interaction between people, machines, and systems across user collaboration, automated workflows, and enterprise AI.  Job descriptionKiteworks 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 doDefine and execute Kiteworks' global channel strategy, including partner segmentation, tiering, and go-to-market motion across resellers, distributors, MSSPs, and technology alliancesOwn global channel revenue targets, pipeline generation goals, and partner-sourced bookings across all regionsBuild, lead, and develop a high-performing team of regional Channel Account Managers across the US, EMEA, and APACRecruit and onboard net-new strategic partners while deepening and expanding relationships with existing top-tier resellersDesign and scale partner programs, including incentive structures, enablement curricula, co-sell frameworks, and partner portal capabilitiesPartner 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 effectivelyLead executive-level business reviews with strategic partners, evaluating performance against revenue, pipeline, and enablement KPIsDevelop and manage the global channel budget, including MDF allocation and program investmentsRepresent Kiteworks at industry events, partner summits, and strategic customer engagementsEstablish governance and compliance standards for partner data handling, ensuring all channel activity aligns with Kiteworks' security and data protection policiesProtect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.  What you'll bring10+ 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 teamProven 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 plusDeep expertise in partner economics, deal registration, MDF programs, and tiered partner frameworksStrong executive presence with the ability to influence and build trust at the C-suite level — both internally and with strategic partnersExperience hiring, developing, and retaining a geographically distributed team of channel professionalsDemonstrated ability to co-develop go-to-market plans with partners and hold teams accountable to joint business plan commitmentsFamiliarity with channel sales in regulated industries (government, financial services, healthcare) preferredExcellent communication, negotiation, and cross-functional collaboration skillsAbility to travel up to 40% for partner engagements, industry events, and team leadership The values that define us Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.Integrity – We uphold the...