VP of Channel and Alliances

Location: Bay Area
Type: Full-time

WitnessAI is an enterprise AI security and compliance platform that helps organizations scale AI safely. It monitors AI usage, detects shadow AI, protects models and chatbots, and enforces policy-driven guardrails, delivering unified visibility, control, and measurable risk reduction across the AI ecosystem.

We’re seeking a Vice President of Channel & Alliances to design and lead our global partner strategy. This leader will be responsible for building and scaling a robust ecosystem of resellers, MSSPs, systems integrators, cloud providers, and technology alliances that amplify our reach and accelerate revenue.

You’ll own partner strategy, recruitment, enablement, and joint go-to-market execution — building the foundation for how we sell and scale through the channel in the fast-evolving AI security market.

• Define and execute the company’s channel and alliances strategy across North America and key international markets.

• Identify, recruit, and onboard strategic partners — including VARs, MSSPs, GSIs, cloud providers, and technology vendors.

• Build and manage joint GTM programs, co-marketing initiatives, and sales enablement resources.

• Collaborate closely with the direct sales organization to develop partner-sourced and partner-influenced pipeline.

• Establish performance metrics and dashboards for partner contribution, revenue, and ROI.

• Negotiate partner agreements and ensure compliance with company policies and revenue goals.
  Represent the company in the partner ecosystem, industry events, and executive briefings.

• Work cross-functionally with marketing, sales, product, and customer success to ensure aligned partner success.

• 10+ years of experience in channel sales, alliances, or partnerships within cybersecurity, cloud, or AI/ML infrastructure.

• Proven success in building partner ecosystems from the ground up and scaling revenue through indirect channels.

• Strong network among resellers, MSPs, and cloud service providers (AWS, GCP, Azure).

• Deep understanding of enterprise software sales motions and how to structure joint go-to-market strategies.

• Excellent negotiation, relationship management, and executive communication skills.

• Experience working in a fast-paced, early-stage startup environment with a builder’s mindset.

• Strategic thinker with the ability to execute tactically and deliver measurable results.

• Experience in AI, data security, or MLOps partnerships.

• Familiarity with channel incentive programs, deal registration systems, and MDF management.

• Background in working with federal or regulated industry partners (FedRAMP, ITAR, etc.).

• Experience integrating technology partnerships into product and sales workflows.

• Hybrid work environment

• Competitive salary.

• Health, dental, and vision insurance.

• 401(k) plan.

• Opportunities for professional development and growth.

• Generous vacation policy.

$393,000-$465,000 OTE (Bay Area)