Senior Channel Sales Manager

Company Description

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.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

Fresh vision. Real impact. Come build it with us.

Job Description

About the role:  

Senior Channel Sales Manager – North America is responsible for accelerating commercial success within the Freshworks Partner Program. The role is focused on activating and accelerating high velocity VAR partners. The successful candidate will build and execute partner growth strategies, articulate compelling value propositions and program benefits, and establish strong executive-level relationships across partner organizations. This role requires the ability to influence stakeholders, develop scalable collaboration frameworks, and align cross-functional teams to achieve ambitious revenue objectives across both new customer acquisition and customer expansion opportunities. This role covers large, strategic partnerships and entails landing a collaboration framework that is most effective to drive revenue growth and performance. 

Responsibilities:  

• The role requires a sales and relationship-driven approach to reach Freshworks’ revenue goals, maximizing territory performance, aggressively driving demand generation and enablement activities, including partner competency building, and applying sales process discipline and cross-functional resources to increase velocity and opportunity close rate.
• Own and execute partner business plans designed to drive revenue growth across new business acquisition and expansion opportunities.
• Achieve and exceed quarterly and annual partner-sourced and partner-influenced revenue targets.
• Develop strategic growth initiatives that increase partner productivity, pipeline generation, and closed revenue.
• Proactively manage a portfolio of partners focused on high velocity customer transformation and optimization, utilizing Freshworks solutions and AI adoption. 
• Drive business outcomes tied to joint objectives, with consistent tracking and hands-on management.
• Establish productive, professional relationships with key personnel in partner accounts.
• Develop mutual performance objectives, goals, and critical milestones. 
• Leverage distribution and existing relationships to access key partner contacts and socialize the Freshworks’ value prop, opportunity, and partner program, while engaging in account mapping, pipeline generation, and joint customer engagement to support closed revenue.
• Provide sales execution and partner development, enablement, and readiness.
• Guided activities include activation of campaigns, demand gen, sell, service, and retain motions.
• Deliver on partner practice building activities, including business planning, deal registration and tracking, QoQ revenue growth, attainment to targets, monetization, and overall business execution.

Qualifications

• Bachelor’s degree (not required), with 10+ years of SaaS or partnership experience 
• A track record of building strategic VAR partnerships that generate measurable ARR — not just activity
• Deep commercial fluency, partner economics, margin structure, and expansion pipeline
• Experience selling or partnering in enterprise ITSM or ITAM environments
• The credibility to operate at C-suite and practice lead level within partner organizations
• Ability to influence across organizational boundaries 
• A collaborative spirit that focuses on winning as a team versus winning as an individual
• Solution sales background/experience: channel, alliances, pre-sales, and/or business development background
• Ability to travel up to 50% of the time 
• Demonstrated ability to engage and influence cross-functional stakeholders and at the leadership level
• Strong presentation and written skills coupled with the ability to educate partners and articulate internal value props to cross-functional audiences
• Experience working within the cloud category is highly desired
• Proven experience driving revenue through partnerships with structured programs

Additional Information

The annual base salary range for this position is $182,000 - $225,000.  This role is also eligible for sales commissions. 

Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level. 

Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. Equity + ESPP, flexible PTO, flexible spending, commuter benefits, and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits. 

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.