Lead - Channel Sales

Freshworks
Chennai
Workplace: OnsiteFull timeFunction: SalesExperience: 7+ yearsSkills: ["Commercial mindset","Relationship building","Communication","Presentation","Negotiation","Analytics","Forecasting discipline","Cross-functional influence","Pipeline management","Ability to operate in a matrixed environment","Strategic planning"]

Build and grow Freshworks’ partner ecosystem across the Middle East & Africa. Own partner strategy, recruitment, activation, readiness, and measurable performance across the partner lifecycle. Generate partner-sourced and partner-influenced pipeline, align joint GTM activities with Sales and other teams, and manage governance through regular operating cadences. Support deal execution, ensure accurate attribution, and drive business outcomes through partner-led opportunities.

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Freshworks
Freshworks
17 hours ago

Lead - Channel Sales

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Last checked: 12 hours agoStatus: Live

Job Summary

Build and grow Freshworks’ partner ecosystem across the Middle East & Africa. Own partner strategy, recruitment, activation, readiness, and measurable performance across the partner lifecycle. Generate partner-sourced and partner-influenced pipeline, align joint GTM activities with Sales and other teams, and manage governance through regular operating cadences. Support deal execution, ensure accurate attribution, and drive business outcomes through partner-led opportunities.
Location: Chennai
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Develop and execute partner strategy for assigned MEA markets and segments, including recruiting and evaluating priority partners.
  • •Own partner activation and readiness, driving capability-building through measurable milestones and enablement plans.
  • •Generate partner-sourced and partner-influenced pipeline, running joint campaigns and working with Sales to convert to qualified opportunities and closed business.
  • •Align joint GTM and field activity with Sales leadership, facilitating joint account planning and appropriately involving partners in enterprise opportunities.
  • •Establish partner governance and performance management cadences, maintain partner data accuracy, and support opportunity/deal processes and escalations as needed.

Key Requirements

  • •7+ years of experience in channel sales, alliances, partner management, indirect sales, or B2B technology sales.
  • •Experience working with partners such as SIs, MSPs, VARs, distributors, cloud partners, or technology specialists.
  • •Experience managing enterprise technology sales cycles and partner-led opportunities.
  • •Experience working across multiple countries or markets is strongly preferred.
  • •Experience in SaaS, ITSM, ITOM, ITAM, cybersecurity, cloud, or adjacent enterprise technology categories is an advantage.
Experience:7+ yearsSaaSITSMITOMITAMCybersecurityCloudB2B technologyIndirect salesPartner management
Skills:Commercial mindsetRelationship buildingCommunicationPresentationNegotiationAnalyticsForecasting disciplineCross-functional influencePipeline managementAbility to operate in a matrixed environmentStrategic planning
Languages:English (US)

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