Freshworks

1 month ago

Senior Strategic Channels & Alliances Manager

✓ Verified Job

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

Source: Company careers pageValidated by: Fursa AI

Last checked: 6 hours agoStatus: Live

Job Summary

Senior-level, individual contributor role responsible for owning the full lifecycle of Freshworks’ North America Systems Integrator channel, from partner recruitment to pipeline, revenue, and cross-functional ecosystem development; lead GTM motion with SI partners and internal teams to drive repeatable revenue.

Location: Boston

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Key Responsibilities

•Identify, target, and sign SI partners aligned to Freshworks’ ITSM and CX growth priorities
•Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence
•Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding
•Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model
•Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions
•Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams
•Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources
•Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership
•Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities
•Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms
•Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required
•Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
•Contribute to the North America SI partner strategy, including partner selection criteria, tiering, and investment allocation
•Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly
•Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets
•Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity

Pay and Benefits

Salary: USD 161,500 - 199,500 annually

Equity and Bonus:Equity

Perks:DentalMedicalVisionDisabilityLife InsuranceEquityEsppPaid LeaveParental Leave

Key Requirements

•7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment
•Demonstrable track record of recruiting and activating SI partners, not just managing existing relationships
•Strong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisions
•Experience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantage
•Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments

Experience:7+ yearsSaaSEnterprise softwareITSMCXServiceNow

Skills:Hunter mentalityCommercial IQCommunicationInfluenceDiscipline

Languages:English

Tech Stack:SalesforceServiceNow

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

1 month ago

Senior Strategic Channels & Alliances Manager

✓ Verified Job

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

Source: Company careers pageValidated by: Fursa AI

Last checked: 6 hours agoStatus: Live

Job Summary

Location: Boston

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Key Responsibilities

•Identify, target, and sign SI partners aligned to Freshworks’ ITSM and CX growth priorities
•Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence
•Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding
•Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model
•Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions
•Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams
•Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources
•Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership
•Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities
•Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms
•Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required
•Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
•Contribute to the North America SI partner strategy, including partner selection criteria, tiering, and investment allocation
•Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly
•Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets
•Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity

Pay and Benefits

Salary: USD 161,500 - 199,500 annually

Equity and Bonus:Equity

Perks:DentalMedicalVisionDisabilityLife InsuranceEquityEsppPaid LeaveParental Leave

Key Requirements

•7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment
•Demonstrable track record of recruiting and activating SI partners, not just managing existing relationships
•Strong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisions
•Experience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantage
•Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments

Experience:7+ yearsSaaSEnterprise softwareITSMCXServiceNow

Skills:Hunter mentalityCommercial IQCommunicationInfluenceDiscipline

Languages:English

Tech Stack:SalesforceServiceNow

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