VP, Global Channels

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 description

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
• Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities.

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

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 highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.

Compensation range

• Annual Base Salary Range of $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 lifetime 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.