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