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

**Company**: Freshworks
**Location**: London, England
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.smartrecruiters.com/Freshworks/744000147039527-channel-partner-manager-dach-m-f-d-?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_9b61ac75-d63

## Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives.

As a Channel Manager, you will own the full lifecycle of Freshworks' 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:**

- VAR Recruitment & Onboarding:

- 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

- 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

- Partner Enablement & Acceleration:

- 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

- Drive participation in Freshworks enablement programmes

- Pipeline & Revenue:

- Own and actively manage a partner-sourced and partner-influenced pipeline

- Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets

- Drive deal progression through CRM monitoring

- Strategy & Ecosystem Development:

- Contribute to the DACH VAR strategy

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

- Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content

**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

- Strong understanding of VAR economics

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

- 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

**ADDITIONAL INFORMATION:**

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity.

## Skills

### Required
- German
- English
- Channel Management
- Partner Management
- SaaS
- Enterprise Software
- ITSM
- ITAM
- EX
- CX

### Nice to have
- ServiceNow
- ManageEngine
- Legacy ITSM
- Resale Motion
- Margin and Incentive Design
- Distribution and Marketplace Dynamics

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Source: [Apply at jobs.smartrecruiters.com](https://jobs.smartrecruiters.com/Freshworks/744000147039527-channel-partner-manager-dach-m-f-d-?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)