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.