Channel Partner Manager - DACH (m/f/d)

Freshworks
Berlin
Workplace: HybridFull timeFunction: Business Development & PartnershipsExperience: 7+ yearsSkills: ["Hunter mentality","Commercial rigor","Cross-functional collaboration","Direct and confident communication","Disciplined pipeline management"]

Own the full lifecycle of Freshworks’ mid-market reseller business across Germany, Austria, and Switzerland—recruiting and onboarding VARs, enabling them to sell and close, and driving partner-sourced pipeline and resale revenue. Build joint business plans and QBR rhythms with partners, run deal progression through Salesforce, and shape DACH channel strategy, including partner tiers, margin design, and MDF investment.

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Freshworks
Freshworks
1 day ago

Channel Partner Manager - DACH (m/f/d)

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Last checked: 1 hour agoStatus: Live

Job Summary

Own the full lifecycle of Freshworks’ mid-market reseller business across Germany, Austria, and Switzerland—recruiting and onboarding VARs, enabling them to sell and close, and driving partner-sourced pipeline and resale revenue. Build joint business plans and QBR rhythms with partners, run deal progression through Salesforce, and shape DACH channel strategy, including partner tiers, margin design, and MDF investment.
Location: Berlin
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Mid level

Key Responsibilities

  • •Recruit, target, and sign mid-market VARs aligned to Freshworks’ DACH ITSM/ITAM/CX priorities
  • •Lead end-to-end VAR recruitment and onboarding through first-deal readiness inside 90 days, including product knowledge and resale terms
  • •Enable VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions
  • •Own partner-sourced and partner-influenced pipeline, set joint targets, and manage deal progression using CRM monitoring
  • •Contribute to DACH VAR strategy (partner selection, tiering, margin design, investment allocation) and feed market/competitive intelligence back to channel leadership

Key Requirements

  • •7+ years of experience in channel, alliances, or partner management in a SaaS or enterprise software environment
  • •Fluent German and English (written and spoken)
  • •Proven track record recruiting and activating resale partners in the DACH market
  • •Strong understanding of VAR economics, including margin expectations, seller compensation, and investment decisions
  • •Strong pipeline management using Salesforce (or equivalent CRM) with ability to build and hold joint business plans and targets
Experience:7+ yearsSaaSEnterprise softwareChannel partnershipsReseller/VADITSMITAMCustomer experience (CX)Employee experience (EX)
Skills:Hunter mentalityCommercial rigorCross-functional collaborationDirect and confident communicationDisciplined pipeline management
Languages:GermanEnglish
Tech Stack:SalesforceServiceNowManageEngineCRMITSMITAM

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Freshworks
Provides cloud-based customer engagement, CRM and ITSM software (Freshdesk, Freshservice, Freshsales) that helps businesses manage customer and employee experiences through SaaS products and AI-driven tools.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Revenue: USD 500M to 1B
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Mateo, United States
Founded: 2010
Glassdoor
Glassdoor: 3.5
WebsiteLinkedInGlassdoor