Freshworks

4 weeks ago

GSI Partnerships Director

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Senior partnerships leader responsible for building and scaling Freshworks' GSI partnership program across India-headquartered global SIs. Establish the foundation, define GTM plans, and drive partner revenue while coordinating with Sales, Pre-Sales, Product, and Marketing.

Location: London

Workplace: Onsite

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Sr. Director level

Key Responsibilities

•Own the GSI partnership strategy for named GSIs (TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, LTIMindtree)
•Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines
•Build GSI practice development programmes—enablement, certification, solution plays, and co-sell motions
•Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies
•Negotiate commercial frameworks including resale, referral, and services attach economics
•Establish exec-level relationships at VP and C-suite within each named GSI account
•Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements
•Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline
•Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership

Key Requirements

•12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership
•Direct, named account experience with two or more GSIs (e.g., TCS, Wipro, Infosys, Tech Mahindra, HCL, LTIMindtree)
•Proven track record of building GSI programmes from low maturity to measurable revenue contribution
•Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them
•Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements

Experience:12+ yearsGSIEnterprise partnershipsITSMCX SaaSGSIs

Skills:NegotiationRelationship managementCross-functional collaborationExecutive communicationStakeholder management

Languages:English

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: 3.5

Website LinkedIn Glassdoor

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Freshworks

4 weeks ago

GSI Partnerships Director

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Location: London

Workplace: Onsite

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Sr. Director level

Key Responsibilities

•Own the GSI partnership strategy for named GSIs (TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, LTIMindtree)
•Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines
•Build GSI practice development programmes—enablement, certification, solution plays, and co-sell motions
•Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies
•Negotiate commercial frameworks including resale, referral, and services attach economics
•Establish exec-level relationships at VP and C-suite within each named GSI account
•Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements
•Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline
•Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership

Key Requirements

•12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership
•Direct, named account experience with two or more GSIs (e.g., TCS, Wipro, Infosys, Tech Mahindra, HCL, LTIMindtree)
•Proven track record of building GSI programmes from low maturity to measurable revenue contribution
•Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them
•Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements

Experience:12+ yearsGSIEnterprise partnershipsITSMCX SaaSGSIs

Skills:NegotiationRelationship managementCross-functional collaborationExecutive communicationStakeholder management

Languages:English

Company Brief

Freshworks

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: 3.5

Website LinkedIn Glassdoor