Job Description: Vice President of Channel & Alliances

Location: Bay Area
Type: Full-time

About Us

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.

The Role

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.

What You’ll Do

• 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.

What We’re Looking For

• 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.

Nice to Have

• 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.

Benefits:

• Hybrid work environment

• Competitive salary.

• Health, dental, and vision insurance.

• 401(k) plan.

• Opportunities for professional development and growth.

• Generous vacation policy.

Salary range:

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