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

Freshworks
London
Workplace: HybridFull timeFunction: Business Development & PartnershipsSkills: ["Hunter mentality","Commercial IQ","Direct communication","Cross-functional collaboration","Pipeline discipline"]

Own the full lifecycle of Freshworks mid-market reseller business across Germany, Austria, and Switzerland—recruiting and onboarding VARs, enabling them to sell Freshworks solutions, and driving partner-sourced pipeline, resale revenue, and installed-base expansion. Partner closely with field sales, pre-sales, marketing, and VAR leadership to build joint business plans, accelerate co-sell motions, and track CRM-driven pipeline health and forecasting to hit commitments.

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Freshworks
Freshworks
1 day ago

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

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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 Freshworks solutions, and driving partner-sourced pipeline, resale revenue, and installed-base expansion. Partner closely with field sales, pre-sales, marketing, and VAR leadership to build joint business plans, accelerate co-sell motions, and track CRM-driven pipeline health and forecasting to hit commitments.
Location: London
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Mid level

Key Responsibilities

  • •Identify, target, and sign mid-market VARs aligned to DACH ITSM/ITAM/CX growth priorities.
  • •Lead end-to-end VAR recruitment and onboarding, bringing partners to first-deal-ready status inside 90 days.
  • •Enable and accelerate VAR selling by building partner capability, running joint go-to-market plans, and supporting enablement programs and deal registration.
  • •Own and manage partner-sourced/influenced pipeline and hold partners to joint targets via QBR and business planning rhythms.
  • •Contribute to DACH VAR strategy (tiering, margin design, investment allocation) and feed market/competitive intelligence back to channel leadership.

Key Requirements

  • •7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment.
  • •Fluent German and English (written and spoken).
  • •Track record recruiting and activating resale partners in the DACH market.
  • •Strong understanding of VAR economics including margin expectations, seller compensation, and distribution relationships.
  • •Comfort building joint business plans, setting pipeline targets, and holding partners accountable to commitments.
Experience:SaaSEnterprise softwareChannel partnershipsITSMITAM
Skills:Hunter mentalityCommercial IQDirect communicationCross-functional collaborationPipeline discipline
Languages:GermanEnglish
Tech Stack:SalesforceServiceNowManageEngineCRMITSMITAMEXCX

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