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Freshworks is seeking a Channel Sales Manager to lead VAR (Value-Added Reseller) recruitment, enablement, and pipeline management across Singapore and APAC. This is a hands-on leadership role managing the full partner lifecycle—from identifying and recruiting mid-market resellers aligned to Freshworks' ITSM, ITAM, and CX growth priorities, through structured 90-day onboarding to first-deal-ready status, to ongoing partner acceleration and revenue accountability.
Key responsibilities include:
**VAR Recruitment & Onboarding:** Identify, target, and sign mid-market VARs through market mapping and competitive intelligence. Lead end-to-end recruitment from initial outreach through contract execution. Design structured onboarding covering product knowledge, resale terms, deal registration, quoting, and pre-sales support.
**Partner Enablement & Acceleration:** Build VAR capability in 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 and co-sell motions. Drive participation in accreditation and certification programs. Act as primary relationship owner into VAR sales leadership. Deploy marketing development funds (MDF) against agreed pipeline outcomes.
**Pipeline & Revenue Management:** Own and actively manage partner-sourced and partner-influenced pipeline. Set and hold partners to joint pipeline targets and resale revenue commitments through structured quarterly business reviews. Drive deal progression through CRM monitoring. Co-sell on key opportunities, providing commercial, technical, and executive support. Track VAR pipeline health, conversion velocity, and revenue contribution through Salesforce forecasting.
**Strategy & Ecosystem Development:** Contribute to SG and APAC VAR strategy, including partner selection, tiering, margin design, and investment allocation. Identify resellers with ServiceNow, ManageEngine, or legacy ITSM books as displacement targets. Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content and tools. Feed market and competitive intelligence back to channel leadership.
**Requirements:**
- 7+ years' experience in channel, alliances, or partner management within SaaS or enterprise software
- Fluent 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 reseller sales capacity allocation
- Experience in or adjacent to ITSM, ITAM, EX, or CX categories; familiarity with ServiceNow or ManageEngine reseller ecosystems is a strong advantage
- Commercially rigorous; comfortable building joint business plans, setting pipeline targets, and holding partners accountable
- Ability to build and maintain senior relationships within reseller organizations (sales directors, managing directors, owners)
- Strong pipeline management discipline; fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting
- Effective cross-functional collaboration with field sales, pre-sales, and marketing
**Preferred:**
- Prior vendor experience in a channel role targeting ServiceNow or legacy ITSM displacement through resale
- Existing DACH reseller network across Singapore and APAC
- Experience building a resale motion from early stage, including margin and incentive design
- Familiarity with distribution and marketplace dynamics
- Background in solution or pre-sales engineering for credibility in technical partner conversations
