# Lead - Channel Sales

**Company**: Freshworks
**Location**: Singapore
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.smartrecruiters.com/Freshworks/744000150734040-lead-channel-sales?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_29768a61-e1a

## Description

Organisations everywhere struggle with the costs and complexities of software solutions. Freshworks offers a fresh vision for how the world works, building uncomplicated service software that delivers exceptional customer and employee experiences.

As a Lead - Channel Sales, you will identify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth priorities. You will build and maintain a pipeline of prospective resellers, lead the end-to-end recruitment process, and design and execute structured onboarding to bring new VARs to first-deal-ready status within 90 days.

Key responsibilities include:

- Building VAR capability across sales and pre-sales

- Developing joint go-to-market plans with each partner

- Driving participation in Freshworks enablement programmes

- Acting as the primary relationship owner into VAR sales leadership and seller communities

- Deploying MDF and campaign investment against agreed pipeline outcomes

- Owning and actively managing a partner-sourced and partner-influenced pipeline

- Setting and holding partners to joint pipeline targets, resale revenue commitments, and expansion targets

- Contributing to the SG & APAC VAR strategy

- Identifying resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets

Requirements:

- 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment

- Fluent in English, written and spoken

- Demonstrable track record of recruiting and activating resale partners

- Strong understanding of VAR economics

- Experience working in or adjacent to ITSM, ITAM, EX, or CX categories

- Commercially rigorous with ability to build joint business plans and hold partners accountable

- Ability to build and maintain senior relationships within reseller organisations

- Strong pipeline management discipline

Preferred qualifications:

- Prior experience at a vendor in a channel role targeting ServiceNow or legacy ITSM displacement through resale

- Existing DACH reseller network across Singapore & APAC

- Experience building a resale motion from early stage

- Familiarity with distribution and marketplace dynamics

## Skills

### Required
- channel management
- partner management
- SaaS
- enterprise software
- ITSM
- ITAM
- EX
- CX
- English

### Nice to have
- ServiceNow
- ManageEngine
- resale
- distribution
- marketplace dynamics
- solution selling
- pre-sales

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Source: [Apply at jobs.smartrecruiters.com](https://jobs.smartrecruiters.com/Freshworks/744000150734040-lead-channel-sales?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)