GSI Partnerships Director

Freshworks
London
Workplace: OnsiteFull timeFunction: Business Development & PartnershipsExperience: 12+ yearsSkills: ["Negotiation","Relationship management","Cross-functional collaboration","Executive communication","Stakeholder management"]

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.

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Freshworks
Freshworks
2 months ago

GSI Partnerships Director

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Last checked: 20 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
Glassdoor: 3.5
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