Channel Partner Manager – DACH

🕒 Setembro 2

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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Freshworks

SiteLinkedInTodas as Vagas

5001 - 10000 funcionários

Fundada em 2010

💼 Consultoria

📣 Marketing

📦 Logística

💰 $85.000.000 Secondary Market em 2020-01

Consulting • Marketing • Logistics

A Freshworks é uma empresa que oferece software poderoso e fácil de usar para atendimento ao cliente, gerenciamento de serviços de TI (ITSM), automação de vendas e automação de marketing. A companhia disponibiliza uma linha de produtos que inclui Freshdesk, Freshservice, Freshsales, Freshchat e Freshmarketer, todos aprimorados com inteligência artificial para aumentar a produtividade e a eficiência. Com soluções projetadas para elevar o engajamento do cliente e dar suporte às operações de TI, a Freshworks atende a mais de 68. 000 empresas em todo o mundo. Suas plataformas orientadas por IA, como o Freddy AI Agent, têm como objetivo oferecer um serviço rápido e sempre disponível, tornando o trabalho mais simples e eficiente para equipes de diversos setores.

Descrição

• Own the full lifecycle of Freshworks' mid-market reseller business across Germany, Austria, and Switzerland • Identify, target, recruit, sign, and onboard aligned mid-market VARs • Build a pipeline of prospective resellers using market mapping, distribution networks, competitor partner rosters, and incumbent relationships • Lead recruitment from outreach and business-case development through contract execution and onboarding • Design onboarding to bring new VARs to first-deal-ready status within 90 days • Build partner sales and pre-sales capability to position, scope, quote, and close Freshworks solutions • Develop joint go-to-market plans, target verticals, solution plays, and co-sell motions • Drive partner participation in enablement programmes, accreditation, demo certification, and deal-support resources • Own VAR relationships with sales leadership and seller communities • Deploy MDF and campaign investment against agreed pipeline outcomes • Manage partner-sourced and partner-influenced pipeline with field account executives • Set and manage joint pipeline, resale revenue, and installed-base expansion targets through QBRs and business planning • Drive deal progression through CRM monitoring and co-sell on key opportunities • Track and report VAR pipeline health, conversion velocity, and revenue contribution through Salesforce • Contribute to DACH VAR strategy, including selection criteria, tiering, margin design, and investment allocation • Develop displacement engagement plans for resellers with ServiceNow, ManageEngine, or legacy ITSM books • Collaborate with marketing, product, and pre-sales on partner content, campaigns, and quoting tools • Provide market and competitive intelligence to channel leadership

🎯 Requisitos

• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment • Fluent German and English, written and spoken • Demonstrable track record of recruiting and activating resale partners in the DACH market • Strong understanding of VAR economics, including margin expectations, seller compensation, distribution relationships, and reseller sales-capacity decisions • Experience working in or adjacent to ITSM, ITAM, EX, or CX categories • Commercial rigor in building joint business plans, setting pipeline targets, and holding partners accountable • Ability to build and maintain senior relationships within reseller organisations • Strong pipeline management discipline; fluency in Salesforce or equivalent CRM • Effective cross-functional collaboration with field sales, pre-sales, and marketing • Valid right to work in Germany at application time; Freshworks cannot provide visa sponsorship • Preferred: prior vendor experience targeting ServiceNow or legacy ITSM displacement through resale • Preferred: existing DACH reseller network across Germany, Austria, and Switzerland • Preferred: experience building a resale motion from an early stage, including margin and incentive design • Preferred: familiarity with distribution and marketplace dynamics • Preferred: solution or pre-sales background

🏖️ Benefícios

• Hybrid setup with 3 days in the Berlin office or remote from anywhere else in Germany • Equal opportunity workplace committed to diversity and inclusion