Channel Partner Manager – DACH

🔥 14 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 11%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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' 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

🎯 Requirements

• 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

🏖️ Benefits

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