Channel Partner Manager - DACH (m/f/d)

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. There’s another option. Freshworks. With a fresh vision for how the world works.

This is a pivotal individual contributor role at the heart of Freshworks channel growth strategy. As a Channel Manager, you will own the full lifecycle of our mid-market reseller business across Germany, Austria, and Switzerland , from prospecting and signing new value-added resellers through to driving active pipeline, resale revenue, and installed base expansion through those relationships.

Responsibilities:

• Identify, target, and sign mid-market VARs aligned to Freshworks' DACH ITSM, ITAM, and CX growth priorities
• Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships
• Lead the end-to-end recruitment process , from initial outreach and business case development through to contract execution and onboarding
• Design and execute structured onboarding that brings new VARs to first-deal-ready status inside 90 days: product knowledge, resale terms and margin structure, deal registration, quoting, pre-sales support model
• Build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency
• Develop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams
• Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources
• Act as the primary relationship owner into VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership
• Deploy MDF and campaign investment against agreed pipeline outcomes, not activity
• Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunities
• Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythms
• Drive deal progression through CRM monitoring , not reactive deal registration
• Co-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required
• Track and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
• Contribute to the DACH VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation
• Identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordingly
• 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, including partner sentiment, competitor margin structures, and whitespace opportunity

QUALIFICATIONS: Required:

• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment
• Fluent German and 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 how resellers decide where to invest sales capacity
• Experience working in or adjacent to ITSM, ITAM, EX, or CX categories , familiarity with the ServiceNow or ManageEngine 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, and 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 ServiceNow or legacy ITSM displacement through resale
• Existing DACH reseller network across Germany, Austria, and Switzerland
• Experience building a resale motion from early stage, including margin and incentive design
• Familiarity with distribution and marketplace dynamics as a complement to direct VAR management
• Background in solution or pre-sales that gives you credibility in technical conversations with partner sellers

ADDITIONAL INFORMATION: The role is based in the Berlin office in a hybrid setup (3 days in the office) or remote from anywhere else in Germany.