Channel Sales Manager - SaaS Partner Ecosystem
Overview
You own Channel Sales for Freshworks' East region, driving indirect revenue and partner-led growth through strategic channel partners, distributors, and solution providers. You build and expand relationships, develop joint business plans, and collaborate with Sales, Solutions Engineering, and Marketing to align go-to-market strategies. Success means growing partner pipeline, exceeding quota, and delivering exceptional customer outcomes. This role offers a chance to shape the partner ecosystem for a company trusted by nearly 75,000 organizations.
What You'll Do9
- 1Own and grow strategic relationships with channel partners, distributors, and solution providers across North America, focusing on the East region.
- 2Develop and execute joint business plans that drive pipeline generation, partner engagement, and indirect revenue growth.
- 3Build executive-level relationships with partner leadership, serving as a trusted advisor for their Freshworks business.
- 4Collaborate with Sales, Solutions Engineering, Marketing, and Partner Enablement teams to align go-to-market strategies.
- 5Drive partner recruitment, onboarding, and enablement to maximize partner productivity and success.
- 6Identify and develop new partnership opportunities that expand market reach and accelerate business growth.
- 7Coordinate joint marketing initiatives, sales campaigns, and partner events to generate demand and increase partner engagement.
- 8Represent the voice of the partner internally, advocating for partner needs and influencing cross-functional priorities.
- 9Accurately forecast partner pipeline and revenue while consistently achieving or exceeding sales targets.
Requirements12
- 15+ years in Channel Sales, Partner Sales, or Alliance Management within a SaaS or enterprise software company.
- 2Demonstrated success managing strategic partner relationships and consistently achieving or exceeding quota.
- 3Experience building partner-generated pipeline and driving indirect revenue through channel ecosystems.
- 4Strong executive presence with the ability to influence stakeholders internally and externally.
- 5Proven ability to develop and execute strategic business plans with measurable outcomes.
- 6Excellent communication, negotiation, and relationship-building skills.
- 7Highly organized with strong project management skills and the ability to manage multiple priorities.
- 8Comfortable working across global, cross-functional teams in a matrixed organization.
- 9Experience with CX platforms such as Zendesk, Salesforce Service Cloud, ServiceNow, or Intercom is strongly preferred.
- 10Understanding of customer support, omnichannel engagement, contact center, automation, or AI-powered customer service solutions.
- 11Live in the Eastern Time Zone.
- 12Bachelor's degree or equivalent professional experience.
Salary Insight
$173 - $214k per year
Location
Required Skills
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