Channel Sales Manager – Germany

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Freshworks

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2010

💼 Consulting

📣 Marketing

📦 Logistics

💰 $85M Secondary Market on 2020-01

Consulting • Marketing • Logistics

Freshworks is a company that provides powerful, easy-to-use software for customer service, IT service management, sales automation, and marketing automation. They offer a range of products, including Freshdesk, Freshservice, Freshsales, Freshchat, and Freshmarketer, all enhanced with artificial intelligence to improve productivity and efficiency. With solutions designed to enhance customer engagement and support IT operations, Freshworks serves over 68,000 businesses worldwide. Their AI-driven platforms, like the Freddy AI Agent, aim to deliver fast, always-on service, making work easier and more efficient for teams across various industries.

📋 Description

• Own the full lifecycle of Freshworks’ Systems Integrator business in Germany, from prospecting and signing new mid-tier SI partners through driving pipeline and revenue • Identify, target, recruit, contract, and onboard SI partners aligned with Freshworks’ German ITSM and CX growth priorities • Build SI partner capability across sales, pre-sales, and delivery • Develop joint go-to-market plans covering target verticals, solution plays, and co-sell motions • Drive partner participation in enablement programmes, accreditation, demo certification, and deal support • Own relationships with SI practice leads and partner alliances teams • Manage partner-sourced and partner-influenced pipeline with CAMs and field AEs • Set and monitor joint pipeline targets and revenue commitments through QBRs and business planning • Co-sell on key opportunities with commercial, technical, and executive support • Track and report pipeline health, deal velocity, and revenue contribution in Salesforce • Contribute to the German SI partner strategy, including selection, tiering, and investment allocation • Identify ServiceNow and legacy ITSM practices as displacement targets • Collaborate with marketing, product, and pre-sales on SI-specific content, solution briefs, and campaigns • Provide market and competitive intelligence to channel leadership

🎯 Requirements

• 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 • Strong understanding of mid-tier SI practice structures, P&L dynamics, delivery models, and partner investment decisions • Experience in or adjacent to ITSM, EX, or CX categories • Familiarity with the ServiceNow ecosystem is a strong advantage • Experience building joint business plans, setting pipeline targets, and holding partners accountable • Ability to build senior relationships with SI practice leads, alliance directors, and C-level stakeholders • Strong pipeline management discipline and fluency in Salesforce or equivalent CRM • Ability to align field sales, pre-sales, and marketing behind partner-led motions • Native-level fluency in German is required • Valid right to work in Germany at application time; visa sponsorship unavailable • Preferred: ServiceNow displacement or legacy ITSM competitive experience • Preferred: Existing network within the German mid-tier SI community • Preferred: Experience building net-new SI practices around a vendor platform • Preferred: Familiarity with co-sell and marketplace dynamics • Preferred: Solution or pre-sales background • Hunter mentality and ability to develop new relationships • High commercial IQ and ability to assess partner fit, investment appetite, and revenue potential • Direct, confident communication and influence without authority • Disciplined pipeline and commitment management • Comfort with ambiguity and early-stage programme building

🏖️ Benefits

• Hybrid setup or remote work from anywhere in Germany • Equal opportunity workplace • Inclusive and diverse work environment