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.

About the Role:

This senior-level individual contributor role, requires a minimum of 12-16 years specific to Channel Sales and Channel Management across India. 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 Channel 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 the high growth SaaS and Software industry.

Responsibilities:

• Strategically manage and expand major channel partnerships in India, driving substantial revenue growth.
• Develop and implement comprehensive strategies for partner engagement, focusing on high-value opportunities in the EX/CX space.
• 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.
• Partner program enhancements, 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.

• Minimum 12-16 years of experience in SaaS or channel sales, with a focus on strategic partnership management in the India market (particularly with distributors)
• 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.
• Willingness to travel frequently to engage with partners and internal teams.

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.