Channel Sales Manager (East)

About Freshworks

Freshworks Inc. focuses on creating straightforward service software designed to deliver excellent experiences for employees and customers. Their innovative AI-driven approach reduces complexity and lowers the cost of service, helping businesses operate more efficiently with enterprise-grade, user-friendly customer and IT solutions. Trusted by nearly 75,000 companies including Bridgestone, New Balance, and Sony Music, Freshworks powers both Employee Experience (EX) and Customer Experience (CX) operations.

Position Overview

The Channel Sales Manager is integral to accelerating Freshworks' expansion in North America through its partner ecosystem. This role involves cultivating and growing strategic partnerships with channel partners, distributors, and solution providers. The role carries sales targets and requires collaboration across teams such as Sales, Solutions Engineering, Marketing, and the global Partner organization to devise and implement go-to-market plans and provide partners the resources needed for successful sales execution.

Key Responsibilities

• Manage and expand strategic relationships with channel partners, distributors, and solution providers across North America.
• Create and execute joint business plans to drive pipeline creation, partner engagement, and indirect revenue growth.
• Establish and sustain executive-level relationships with partner leadership to act as a trusted advisor.
• Collaborate with internal teams including Sales, Solutions Engineering, Marketing, and Enablement to align strategies.
• Lead partner recruitment, onboarding, enablement, and ongoing activities to enhance partner productivity.
• Discover and develop new partnership opportunities to broaden market presence and stimulate growth.
• Organize joint marketing campaigns, sales initiatives, and partner events to boost demand and partner interaction.
• Advocate for partner interests internally, supply market feedback, and influence organizational priorities.
• Provide accurate forecasting of partner pipeline and revenue while consistently meeting or surpassing sales goals.

Required Qualifications

• Minimum 5 years of experience in Channel Sales, Partner Sales, Alliance Management, or indirect sales within SaaS or enterprise software sectors.
• Proven track record of managing strategic partner relationships successfully and consistently exceeding sales quotas.
• Expertise in generating pipeline and growing indirect revenues through channel ecosystems.
• Strong ability to influence and build relationships with executives both inside and outside the company.
• Experience in developing and implementing strategic business plans that yield concrete results.
• Excellent skills in communication, negotiation, and relationship management.
• Highly organized with proficient project management skills to handle multiple tasks in a fast-paced setting.
• Experience working across cross-functional global teams within a matrixed organization.
• Candidate must reside in the Eastern Time Zone.
• A bachelor’s degree or equivalent professional experience is required.

Additional Details

The role offers an annual base salary between $182,070 and $224,910, along with eligibility for bonus compensation. Salary varies based on factors such as location, experience, skills, and position level.

Freshworks provides various benefits, including options for dental, medical, vision, disability, and life insurance. Employees have access to equity, Employee Stock Purchase Plans (ESPP), flexible paid time off, commuter benefits, wellness programs, and adoption and parental leave.

Freshworks values diversity and inclusion, fostering an environment where all employees can achieve their potential regardless of background or identity. The company is dedicated to equal opportunity employment and believes workplace diversity enriches the work culture and business outcomes.