Senior Strategic Channels & Alliances Manager

🕒 vor 13 Tagen

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $161.500 - $199.500 / Jahr

⏰ Vollzeit

🟠 Senior

👔 Manager

🦅 H1B-Visum-Sponsor

Dieses Unternehmen hat in der Vergangenheit H1B-Visa gesponsert.

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Freshworks

WebsiteLinkedInAlle Stellen

5001 - 10000 Mitarbeiter

Gegründet 2010

☁️ SaaS

🏢 Unternehmen

🤖 Künstliche Intelligenz

💰 €85.000.000 Secondary Market im 2020-01

SaaS • Enterprise • Artificial Intelligence

Freshworks ist ein Unternehmen, das leistungsstarke, einfach zu bedienende Software für Kundenservice, IT-Service-Management, Vertriebsautomatisierung und Marketing-Automatisierung bereitstellt. Das Portfolio umfasst Produkte wie Freshdesk, Freshservice, Freshsales, Freshchat und Freshmarketer – alle mit künstlicher Intelligenz (KI) erweitert, um Produktivität und Effizienz zu steigern. Mit Lösungen, die darauf ausgelegt sind, die Kundenbindung zu verbessern und IT‑Betriebsprozesse zu unterstützen, betreut Freshworks weltweit über 68. 000 Unternehmen. Ihre KI-gestützten Plattformen, wie der Freddy AI Agent, liefern schnellen, stets verfügbaren Service und machen die Arbeit für Teams in unterschiedlichsten Branchen einfacher und effizienter.

Beschreibung

• SI Recruitment & Onboarding: Identify, target, and sign SI partners 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 • 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 • 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 • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce • Strategy & Ecosystem Development: Contribute to the North America SI partner strategy • Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets

🎯 Anforderungen

• 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

🏖️ Vorteile

• 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