Senior Strategic Channels & Alliances Manager

🕒 Junho 10

🏄 California – Remoto

🏄 California – Remote

💵 $174.250 - $215.250 / ano

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Freshworks

SiteLinkedInTodas as Vagas

5001 - 10000 funcionários

Fundada em 2010

☁️ SaaS

🏢 Corporativo

🤖 Inteligência Artificial

💰 $85.000.000 Secondary Market em 2020-01

SaaS • Enterprise • Artificial Intelligence

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

• SI Recruitment & Onboarding: Identify, target, and sign SI partners (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ ITSM and CX growth priorities • Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence • Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding • Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model • Partner Enablement & Acceleration: Build and maintain SI partner capability across sales, pre-sales, and delivery — ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions • Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams • Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources • Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership • Pipeline & Revenue: Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities • Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms • Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting • Strategy & Ecosystem Development: Contribute to the North America SI partner strategy, including partner selection criteria, tiering, and investment allocation • Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly • Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets • Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity

🎯 Requisitos

• 7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment • Demonstrable track record of recruiting and activating SI partners, not just managing existing relationships • Strong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisions • Experience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantage • Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments • Ability to build and maintain senior relationships within SI organisations — practice leads, alliance directors, and C-level stakeholders • Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting • Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions

🏖️ Benefícios

• multiple options for dental, medical, vision, disability, and life insurance • Equity + ESPP • flexible PTO • flexible spending • commuter benefits • wellness benefits • adoption and parental leave benefits