SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Freshworks is seeking a Channel Partner Manager to own the full lifecycle of its CX partner business across France and the Nordics. This is a pivotal individual contributor role at the heart of Freshworks' channel growth strategy, responsible for managing strategic partners, signing new partners, driving active pipeline, resale revenue, and installed base expansion.
The opportunity is significant: France is a large channel-led market where the majority of mid-market Customer Support spend transacts through resellers. You will work closely with field sales, pre-sales, and marketing, as well as directly with partner sales leaders and owners, to build a reseller base that generates repeatable, run-rate revenue.
Key Responsibilities:
Pipeline & Revenue: Own and actively manage partner-sourced and partner-influenced pipeline, working with field account executives to progress and close partner-originated opportunities. Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets through structured quarterly business reviews and business planning. Drive deal progression through CRM monitoring and co-sell alongside partners on key opportunities, providing commercial, technical, and executive support. Track and report on partner pipeline health, conversion velocity, and revenue contribution through Salesforce.
Partner Enablement & Acceleration: Build partner capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions independently. Develop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions. Drive participation in Freshworks enablement programmes including accreditation, demo certification, and deal support resources. Act as primary relationship owner into partner sales leadership and seller communities. Deploy marketing development funds and campaign investment against agreed pipeline outcomes.
RSI/VAR/SI Recruitment & Onboarding: Identify, target, and sign key strategic regional systems integrators aligned to Freshworks' France & Nordics CX growth priorities.
Strategy & Ecosystem Development: Contribute to France & Nordics partner strategy including partner selection criteria, tiering, margin design, and investment allocation. Identify resellers with existing Zendesk, Salesforce, or legacy CX books as priority displacement targets. Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting tools. Feed market and competitive intelligence back into channel leadership.
The role is based in the Paris office with a hybrid setup (3 days in office: Mondays, Wednesdays, Thursdays).
Requirements:
Required: 7+ years' experience in sales, channel, or partner management within a SaaS or enterprise software environment. Fluent in French and English, written and spoken. Demonstrable track record of working with partners in the French & Nordics market, not just managing existing relationships. Strong understanding of partner economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity. Experience working in or adjacent to CX categories—familiarity with the Zendesk or Salesforce 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, 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 Zendesk or Salesforce displacement through resale. Existing reseller network across France and Nordics. Experience building a resale motion from early stage, including margin and incentive design. Familiarity with distribution and marketplace dynamics as a complement to direct partner management. Background in solution or pre-sales that gives credibility in technical conversations with partner sellers.
Personal Attributes: Hunter mentality energised by finding and opening new relationships. High commercial IQ—able to quickly assess partner fit, investment appetite, and revenue potential. Direct and confident communicator—able to influence without authority across internal and partner organisations. Disciplined operator: tracks commitments, follows through, and manages a structured pipeline without prompting. Comfortable with ambiguity and early-stage programme building.
Note: Freshworks is unable to provide visa sponsorship. All candidates must possess valid right to work in France at time of application.
