Channel Partner Manager - DACH; m​/f​/d

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

Fresh vision. Real impact. Come build it with us.

This is a pivotal individual contributor role at the heart of Freshworks channel growth strategy. As a Channel Manager, you will own the full lifecycle of our mid-market reseller business across Germany, Austria, and Switzerland — from prospecting and signing new value-added resellers through to driving active pipeline, resale revenue, and installed base expansion through those relationships.

The opportunity is significant. Freshworks is building a volume resale motion to displace incumbent ITSM platforms through partners who already sell into the mid-market. DACH is a channel-led market where the majority of mid-market IT spend transacts through resellers, 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 VAR sales leaders and owners, to build a reseller base that generates repeatable, run‑rate revenue.

The right person combines a hunter's instinct for signing the right resellers with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how VARs make money, how they compensate their sellers, and how to get from first conversation to first transacted deal quickly.

Identify, target, and sign mid-market VARs aligned to Freshworks' DACH ITSM, ITAM, and CX growth priorities

Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships

Lead the end-to-end recruitment process — from initial outreach and business case development through to contract execution and onboarding

Design and execute structured onboarding that brings new VARs to first-deal-ready status inside 90 days: product knowledge, resale terms and margin structure, deal registration, quoting, pre-sales support model

Build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency

Develop joint go-to-market plans with each 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 VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership

Deploy MDF and campaign investment against agreed pipeline outcomes, not activity

Own and actively manage a partner-sourced and partner-influenced pipeline, working with…