Partner Manager

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Freshworks

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2010

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

💰 $85M Secondary Market on 2020-01

SaaS • Enterprise • Artificial Intelligence

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 our Systems Integrator business in Germany • Prospect and sign new mid-tier SI partners • Drive active pipeline and revenue through those relationships • Build a partner ecosystem that generates meaningful, repeatable revenue • Identify, target, and sign mid-tier SI partners aligned to Freshworks’ DE ITSM and CX growth priorities • Build and maintain a pipeline of prospective SI partners • Lead the end-to-end partner recruitment process • Design and execute structured onboarding programmes for new SIs • Build and maintain SI partner capability across sales, pre-sales, and delivery • Develop joint go-to-market plans with each SI partner • Drive participation in Freshworks enablement programmes • Own and actively manage a partner-sourced and partner-influenced pipeline • Set and hold partners to joint pipeline targets and revenue commitments • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce

🎯 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, 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 • Native-level fluency in German is a must

🏖️ Benefits

• Flexible work arrangements • Professional development