Lead - Channel Sales

Freshworks
Singapore
Workplace: OnsiteFull timeFunction: SalesExperience: 7+ yearsSkills: ["Relationship building","Pipeline management","Cross-functional collaboration","Commercial rigor","Partner enablement"]

Own and grow Freshworks’ VAR channel in Singapore and APAC by recruiting and activating mid-market resellers aligned to ITSM/ITAM/CX priorities. Build partner pipeline and drive deal progression with disciplined CRM monitoring in Salesforce. Enable partners through onboarding, enablement programs, co-sell motions, and joint go-to-market plans, while deploying MDF against agreed outcomes. Contribute to partner strategy, tiering, and displacement plans targeting ServiceNow and ManageEngine ecosystems.

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Freshworks
Freshworks
14 hours ago

Lead - Channel Sales

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Source: Company careers pageValidated by: Fursa AI
Last checked: 9 hours agoStatus: Live

Job Summary

Own and grow Freshworks’ VAR channel in Singapore and APAC by recruiting and activating mid-market resellers aligned to ITSM/ITAM/CX priorities. Build partner pipeline and drive deal progression with disciplined CRM monitoring in Salesforce. Enable partners through onboarding, enablement programs, co-sell motions, and joint go-to-market plans, while deploying MDF against agreed outcomes. Contribute to partner strategy, tiering, and displacement plans targeting ServiceNow and ManageEngine ecosystems.
Location: Singapore
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Identify, target, and sign mid-market VARs aligned to Freshworks’ Singapore & APAC ITSM, ITAM, and CX growth priorities.
  • •Build and maintain a partner pipeline using market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships.
  • •Lead end-to-end VAR recruitment, from outreach and business case development through contract execution and onboarding.
  • •Design onboarding to bring new VARs to first-deal-ready status inside 90 days, including product knowledge, resale terms, and deal registration/quoting.
  • •Own partner-sourced pipeline and drive deal progression through CRM monitoring, co-selling with partners and reporting on pipeline health and revenue contribution via Salesforce.

Key Requirements

  • •7+ years of experience in channel, alliances, or partner management within a SaaS or enterprise software environment.
  • •Fluent English, written and spoken.
  • •Demonstrated track record recruiting and activating resale partners in the DACH market.
  • •Strong understanding of VAR economics (margin expectations, seller compensation, and distribution relationships).
  • •Experience working in or adjacent to ITSM, ITAM, EX, or CX categories, with familiarity with ServiceNow or ManageEngine reseller ecosystems as an advantage.
Experience:7+ yearsSaaSEnterprise softwareChannel/alliancesITSMITAMCX
Skills:Relationship buildingPipeline managementCross-functional collaborationCommercial rigorPartner enablement
Languages:English
Tech Stack:SalesforceCRM

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