Lead - Channel Sales

Company Description

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.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks' customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Job Description

Role Overview

We are seeking a seasoned MEA Channel Manager to build, manage, and scale enterprise-focused channel partnerships across the Middle East and Africa. This role will own relationships with large distributors, MSPs and strategic enterprise partners, driving partner-led pipeline and revenue for complex, multi-stakeholder EX/CX deals.

The ideal candidate has strong experience navigating long sales cycles, enterprise procurement environments, and C-level partner engagements. Prior exposure to Middle East and Africa enterprise markets is a strong advantage.

Key Responsibilities

• Strategically manage and expand enterprise-grade channel partnerships across the MEA region, with a strong focus on large SIs and strategic partners.
• Drive partner-led enterprise revenue growth by influencing solution positioning, deal qualification, and joint pursuit strategies.
• Build and execute joint business plans (JBPs) with key partners, aligning on target accounts, vertical priorities, and revenue goals.
• Increase partner mindshare through deep enablement on EX/CX solutions, enterprise use cases, and industry-specific value propositions.
• Collaborate closely with regional enterprise sales leaders, solution consultants, and cross-functional teams to support complex deal cycles.
• Establish and maintain executive-level relationships to ensure strategic alignment and long-term partnership success.
• Drive partner program enhancements tailored to enterprise motions, including incentive models, certification paths, and co-investment strategies.
• Lead regular QBRs, pipeline reviews, and forecast governance with strategic partners.
• Continuously refine channel strategy based on enterprise market trends, competitive landscape, and partner feedback.

Qualifications

Required Qualifications

• 7–8 years of experience in Channel Sales, Alliances, or Partner Management roles, with a strong enterprise sales orientation.
• Proven experience working with SIs, Distributors, or enterprise-focused partners.
• Demonstrated success supporting complex, multi-country, multi-stakeholder deal cycles.
• Strong understanding of enterprise buying processes, including RFPs, compliance, and procurement.
• Ability to engage credibly with senior partner leadership and enterprise customer stakeholders.
• Excellent communication, negotiation, and stakeholder management skills.
• Comfortable operating in a matrixed, high-growth SaaS or enterprise technology environment.

Preferred / Added Advantage

• Prior experience managing enterprise channel partnerships across the Middle East and/or Africa.
• Experience with tier-2 distribution models supporting enterprise SI motions.
• Background in EX/CX, SaaS, or enterprise software platforms.
• Experience driving practice-building initiatives within SI partners.

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.