# Lead - Channel Sales **Company**: Freshworks **Location**: Bengaluru, KA **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Technology **Apply**: https://jobs.smartrecruiters.com/Freshworks/744000152411953-lead-channel-sales?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_a3800f71-349 ## 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. We are looking for a Channel Manager – Middle East & Africa (MEA) to build, activate and grow Freshworks’ partner ecosystem across the region. This role is responsible for creating incremental business through the partner ecosystem , identifying the right partners, enabling them to sell and deliver Freshworks solutions, building joint go-to-market motions, generating qualified pipeline and ensuring strong execution across the partner lifecycle. **Responsibilities:** - Partner Strategy & Business Development - Develop and execute the partner strategy for assigned markets and segments across MEA. - Identify and recruit partners that can provide meaningful customer access, technical capability, industry expertise or geographic coverage. - Evaluate partners based on their ability to generate pipeline, influence customers, implement solutions and build a sustainable Freshworks practice. - Develop joint business plans with priority partners, including revenue objectives, target accounts, GTM activities and capability-building priorities. - Build relationships with senior stakeholders within the partner organisation and establish clear mutual accountability. - Partner Activation & Readiness - Own the activation of newly recruited partners and move them from onboarding to productive engagement. - Drive partner readiness across product knowledge, sales capability, solution positioning, certifications and implementation capability. - Identify capability gaps and create focused enablement plans rather than relying on generic training. - Establish measurable activation milestones and monitor progress against them. - Ensure partners have the tools, knowledge and internal champions required to independently position and sell Freshworks. - Pipeline Generation & Revenue Growth - Own partner-sourced and partner-influenced pipeline generation for the assigned territory. - Build joint campaigns, account-mapping exercises, workshops, roundtables and other pipeline-generation initiatives with priority partners. - Identify opportunities where partner access or capability can create incremental Freshworks revenue. - Work with Sales teams to convert partner-generated pipeline into qualified opportunities and closed business. - Track partner contribution across the funnel , from recruitment and activation through pipeline, conversion and revenue. - Identify gaps early and build corrective action plans with partners and internal stakeholders. - Joint GTM & Field Alignment - Build strong relationships with Freshworks Account Executives and Sales leadership to align partner activity with territory priorities. - Facilitate joint account planning between Freshworks and partners. - Bring partners into relevant enterprise opportunities where they add customer access, technical expertise, implementation capability or commercial leverage. - Ensure the right level of partner involvement based on the opportunity rather than involving partners purely for attribution. - Support strategic partner-led and partner-assisted opportunities through the sales cycle. - Partner Governance & Performance Management - Establish regular operating cadences with priority partners, including pipeline reviews, business reviews and action tracking. - Maintain visibility into partner performance, pipeline quality, conversion, activity and readiness. - Hold partners accountable to agreed commitments and follow through on action items. - Identify underperforming or inactive partners and develop clear activation, remediation or rationalisation plans. - Maintain accurate partner and opportunity information across Freshworks systems and reporting mechanisms. - Opportunity & Deal Support - Support partner registration, opportunity alignment, attribution and commercial processes in accordance with Freshworks policies. - Ensure partner involvement and contribution are clearly documented. - Coordinate with Sales, Finance, Legal, Operations and other teams where partner-related issues affect deal execution. - Escalate partner-related blockers appropriately and drive them to resolution. - Protect a consistent customer experience while ensuring the partner receives the appropriate support. - Cross-Functional Collaboration - Work closely with Sales / Account Executives: account planning, opportunity creation and conversion. - Work with Solution Consulting: technical readiness, demos and solution positioning. - Collaborate with Customer Success: expansion, adoption and partner-supported customer outcomes. - Work with Marketing: campaigns, events, demand generation and partner marketing. - Partner with Partner Enablement: certifications and capability development. - Coordinate with Operations / Finance: commercial processes, attribution and operational execution. - Engage with Leadership: partner strategy, performance reviews and regional priorities. **Success Measures:** Success in this role will be measured through a combination of partner productivity, pipeline creation, revenue contribution and ecosystem health, including: - Partner addition and activation - Partner-sourced and partner-influenced pipeline - Partner-attributed revenue / ARR - Partner pipeline conversion - Revenue/Quality of activated partners - Partner readiness and certification - Joint account-planning coverage - Partner-led GTM activity and resulting pipeline - Strategic partner engagement and business-plan execution - Partner productivity and contribution to regional growth - Accuracy of partner attribution and opportunity governance **Qualifications:** - 7+ years of experience in channel sales, alliances, partner management, indirect sales or B2B technology sales. - Experience working with partners such as SIs, MSPs, VARs, distributors, cloud partners or technology specialists. - Experience managing enterprise technology sales cycles and partner-led opportunities. - Experience working across multiple countries or markets is strongly preferred. - Experience in SaaS, ITSM, ITOM, ITAM, cybersecurity, cloud or adjacent enterprise technology categories is an advantage. **Skills:** - Strong commercial and business-development mindset. - Ability to build trusted relationships with both partners and internal sales teams. - Strong understanding of indirect sales and partner economics. - Ability to identify where a partner can create genuine incremental value. - Strong pipeline-management and forecasting discipline. - Excellent communication, presentation and negotiation skills. - Ability to influence cross-functional teams without direct authority. - Comfortable operating in a fast-moving, matrixed environment. - Strong analytical skills and ability to use data to manage partner performance. ## Skills ### Required - channel sales - partner management - indirect sales - B2B technology sales - commercial mindset - business development - pipeline management - forecasting - communication - presentation - negotiation - influence - analytical skills ### Nice to have - SaaS - ITSM - ITOM - ITAM - cybersecurity - cloud --- Source: [Apply at jobs.smartrecruiters.com](https://jobs.smartrecruiters.com/Freshworks/744000152411953-lead-channel-sales?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)