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Freshworks is seeking a Channel Partner Manager to own the full lifecycle of mid-market reseller business across Germany, Austria, and Switzerland (DACH). This is a pivotal individual contributor role at the heart of Freshworks' channel growth strategy, responsible for building a volume resale motion to displace incumbent ITSM platforms through value-added resellers (VARs) already selling into the mid-market.
You will drive VAR recruitment and onboarding by identifying, targeting, and signing mid-market VARs aligned to Freshworks' DACH ITSM, ITAM, and CX priorities. You'll build and maintain a pipeline of prospective resellers through market mapping, distribution networks, and competitor partner analysis. You'll lead end-to-end recruitment from initial outreach through contract execution and structured onboarding, bringing new VARs to first-deal-ready status within 90 days.
Partner enablement is critical: you'll build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions independently. You'll develop joint go-to-market plans with each partner, drive participation in enablement programmes including accreditation and demo certification, and act as the primary relationship owner into VAR sales leadership. You'll deploy marketing development funds (MDF) and campaign investment against agreed pipeline outcomes.
On the revenue side, you'll own and actively manage partner-sourced and partner-influenced pipeline, working with field account executives to progress and close VAR-originated opportunities. You'll set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets through structured quarterly business reviews (QBRs) and business planning. You'll co-sell alongside partners on key opportunities, providing commercial, technical, and executive support, and track VAR pipeline health, conversion velocity, and revenue contribution through Salesforce.
You'll also contribute to DACH VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation. You'll identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans. You'll work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content and quoting tools, and feed market and competitive intelligence back into channel leadership.
The role is based in the London office with a hybrid setup (3 days in office). Note: Freshworks is unable to provide visa sponsorship; all candidates must possess valid right to work in Germany at the time of application.
REQUIREMENTS:
Required:
- 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment
- Fluent German and English, written and spoken
- Demonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships
- Strong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity
- Experience working in or adjacent to ITSM, ITAM, EX, or CX categories — familiarity with the ServiceNow or ManageEngine reseller ecosystems is a strong advantage
- Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments
- Ability to build and maintain senior relationships within reseller organisations — sales directors, managing directors, and owners
- Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting
- Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions
Preferred:
- Prior experience at a vendor in a channel role targeting ServiceNow or legacy ITSM displacement through resale
- Existing DACH reseller network across Germany, Austria, and Switzerland
- Experience building a resale motion from early stage, including margin and incentive design
- Familiarity with distribution and marketplace dynamics as a complement to direct VAR management
- Background in solution or pre-sales that gives you credibility in technical conversations with partner sellers
