Channel Sales Manager

Freshworks makes it fast and easy for businesses to delight their customers and

employees. We do this by taking a fresh approach to building and delivering software

that is affordable, quick to implement, and designed for the end user. Headquartered in

San Mateo, California, Freshworks has a global team operating from 13 global locations

to serve more than 65,000 companies -- from startups to public companies – that rely

on Freshworks software-as-a-service to enable a better customer experience (CRM, CX)

and employee experience (ITSM).

Freshworks' cloud-based software suite includes Freshdesk (omni-channel customer

support), Freshsales (sales automation), Freshmarketer (marketing automation),

Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our

underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune,

Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for

the last 3 years. Our customer ratings have earned Freshworks products TrustRadius

Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for

the Price and Best Relationship.

Job Description

About the Role:

This senior-level Individual Contributor role, requires a minimum of 12 years specific to

Channel Sales and Channel Management in India [West]. Seeking candidates who have

experience building channel sales through resell with GSI, Resellers, Distributors and

Hyperscalers - having success in building multi-million sales revenues and ARRs

through co-selling with Tier 1 partners in India. Candidates should have a strong

understanding of the Enterprise sales methodology and a deep knowledge of Chanel

Management through Partner Program and Profitability. The Candidate must have a

current C-level network of Channel Partners, which can be leveraged for co-sell with a

track record of delivering on sales targets successfully through the indirect channel.

The ideal candidate will have a proven track record in nurturing executive-level partner

relationships and demonstrating exceptional business planning skills. You will have

made significant contributions to growth within high growth SaaS and Software

industry, with a preference in ITSM, Cybersecurity, Customer Experience or Application

sales.

Responsibilities:

• Strategically manage and expand major channel partnerships in the India [West], driving substantial revenue growth.
• Develop and implement comprehensive strategies for partner engagement, focusing on high-value opportunities in the EX/CX space.
• Mentor and inspire a team, fostering a culture of innovation and excellence in partnership management.
• Collaborate with regional business heads and cross-functional teams to align partnership strategies with overall business objectives.
• Establish and maintain strong executive relationships with key partners, ensuring mutual growth and success.
• Key understanding of the India Distribution landscape with previous experience working in a tier 2 model.
• Drive partner program enhancements, including incentive models, enablement strategies, and performance metrics, to maximize partner engagement and revenue generation.
• Regularly review and adjust strategies to respond to market changes and partner feedback, ensuring alignment with company goals and partner needs.

Location:
The candidate should be operating out of Mumbai and manage the West territory

Qualifications

Qualifications:

• Minimum 12 years of experience in SaaS or channel sales, with a focus on strategic partnership management.
• Demonstrated success in developing and executing high-impact partner strategies.
• Strong ability to engage and influence C-level executives, with excellent presentation and communication skills.
• Proven track record of driving significant revenue growth through strategic partnerships.
• SaaS background is highly preferred, with a deep understanding of software and services alliances. Preferred industry experience in ITSM, DataCenter Solutions or Cybersecurity will be preferred
• Willingness to travel frequently to engage with partners and internal teams.
• Master's degree in a Technology or Business Field is preferred.

Additional Information

We offer a range of benefits, including life and long-term disability insurance, a

generous learning and reading budget, fitness allowance, free yoga classes, a cycle-to-

work scheme, and a fully stocked pantry. Our inclusive workplace welcomes diverse

backgrounds and perspectives, fostering a rich and vibrant environment.

Join us at Freshworks, where your expertise in strategic partnership management will

be pivotal in driving our growth in the crucial India market.

Benefits

• Company-funded Life & Long-Term Disability insurance
• Generous Learning & Reading budget
• Fitness allowance
• Free yoga classes
• Cycle to Work Scheme
• Well-stocked pantry with healthy options
• Employee Assistance Program for you and your family
• 25 days annual Paid-Time-Off
• Discounted Tax Support Services
• A commitment to equality and diversity in the workplace

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.