Channel Sales Manager

About this role:

This is a pivotal individual contributor role at the heart of Freshworks UK channel growth strategy. As a Channel Sales Manager you will own the full lifecycle of our Systems Integrator business in the UK from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.

The UK SI opportunity is significant. Freshworks is building a strategic motion to displace incumbent ITSM and CX platforms through SI-led delivery and this role sits at the centre of that effort. You will work closely with field sales pre-sales and marketing as well as directly with SI practice leads to build a partner ecosystem that generates meaningful repeatable revenue.

The right person for this role combines a hunters instinct for identifying and signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how SIs operate how they build practices and how to get from first conversation to active GTM motion.

Responsibilities:

SI Recruitment & Onboarding

• Identify target and sign mid-tier SI partners (e.g. Capgemini CGI Unisys) aligned to Freshworks UK ITSM and CX growth priorities
• Build and maintain a pipeline of prospective SI partners drawing on market mapping ex-Service Now 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 programmes that bring new SIs to first-deal-ready status quickly: product knowledge commercial terms deal registration pre-sales support model

Partner Enablement & Acceleration

• 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

Pipeline & Revenue

• 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 Q  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

Strategy & Ecosystem Development

• Contribute to the UK SI partner strategy including partner selection criteria tiering and investment allocation
• Identify SI partners with existing Service Now 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

Qualifications :

Required

• 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…