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Freshworks is seeking a Channel Sales Manager to drive rapid channel expansion and enterprise revenue growth across the UK and Northern Europe. This is a high-impact individual contributor role focused on building and scaling the Systems Integrator (SI) and Managed Service Provider (MSP) ecosystem from the ground up.
You will be responsible for recruiting and activating key partners with large existing books of business in incumbent IT Service Management (ITSM) tech stacks, creating clear migration paths to Freshworks' modern SaaS platform. Rather than managing existing accounts, this role requires an intrapreneur and builder who can establish new partner practices from scratch.
Key Responsibilities:
Partner Recruitment & Practice Building: Identify, target, and sign regional and large SIs and MSPs (specifically those managing £50M–£200M in incumbent ITSM platforms). Drive full-spectrum partner engagement through Sell To (internal consumption/MSP platform licenses), Sell Through (partner resale/pre-buys), and Sell With (joint enterprise co-selling) revenue streams. Build mid-market and enterprise delivery practices centered around Freshworks as the primary vendor of choice. Create structured migration plans and compelling business cases enabling partners to transition customers off legacy platforms. Architect and execute sophisticated partnership agreements, including MSP programs, pre-buys, and buyouts.
Enablement, Co-Sell & Program Governance: Design and execute structured co-sell frameworks and joint go-to-market strategies aligning partner sales reps with internal field teams on targeted enterprise accounts. Design partner onboarding and enablement models that reduce time-to-revenue and improve win rates on complex opportunities. Build and run partner programs autonomously, establishing new processes where none exist. Engage across all levels of partner organizations—from practice leads to executive leadership—to secure go-to-market investment and dedicated resources.
Pipeline & Enterprise Revenue Ownership: Own a post-ramp annual productivity target of ~£2M+, driving joint GTM strategy, pipeline growth, and enterprise revenue through high-velocity partner deals and strategic pre-buy investments. Drive both partner-sourced and partner-influenced pipeline, holding partners accountable through joint account planning and structured QBRs. Clearly articulate a strong point of difference versus legacy competitors, positioning Freshworks as the modern, high-agility alternative.
Requirements:
- 7+ years in SaaS channel management, SI/MSP recruitment, joint GTM execution, or alliance development within enterprise software
- Hands-on experience executing sell to, sell through, and sell with motions, developing co-sell frameworks, and driving joint account planning
- Demonstrated track record designing partner enablement programs that shorten sales cycles and improve enterprise win rates
- Hands-on experience structuring, negotiating, and launching Managed Service Programs, pre-buys, and complex SI delivery models
- Deep operational understanding of legacy enterprise ITSM/CX ecosystems and how large partners structure and monetize their practices
- Demonstrated ability to build net-new partner practices and GTM motions from scratch
- Exceptional commercial acumen managing multi-million dollar quota targets and holding partners accountable
- Ability to command respect and build trust with senior leadership, practice heads, and C-level executives at major SIs and MSPs
Preferred: Direct experience competing against or displacing major legacy enterprise ITSM platforms; experience in fast-scaling, high-velocity SaaS startup environments; existing active relationships across UK and European regional SI and MSP communities.
Note: Freshworks is unable to provide visa sponsorship. All candidates must possess valid right to work in the UK at time of application.
