Channel Sales Manager – Germany
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Job Description
Channel Sales Manager expanding Freshworks’ German Systems Integrator ecosystem for ITSM and CX software. Recruiting partners, accelerating enablement, and driving pipeline and revenue.
Responsibilities:
- Own the full lifecycle of Freshworks’ Systems Integrator business in Germany, from prospecting and signing new mid-tier SI partners through driving pipeline and revenue
- Identify, target, recruit, contract, and onboard SI partners aligned with Freshworks’ German ITSM and CX growth priorities
- Build SI partner capability across sales, pre-sales, and delivery
- Develop joint go-to-market plans covering target verticals, solution plays, and co-sell motions
- Drive partner participation in enablement programmes, accreditation, demo certification, and deal support
- Own relationships with SI practice leads and partner alliances teams
- Manage partner-sourced and partner-influenced pipeline with CAMs and field AEs
- Set and monitor joint pipeline targets and revenue commitments through QBRs and business planning
- Co-sell on key opportunities with commercial, technical, and executive support
- Track and report pipeline health, deal velocity, and revenue contribution in Salesforce
- Contribute to the German SI partner strategy, including selection, tiering, and investment allocation
- Identify ServiceNow and legacy ITSM practices as displacement targets
- Collaborate with marketing, product, and pre-sales on SI-specific content, solution briefs, and campaigns
- Provide market and competitive intelligence to channel leadership
Requirements:
- 7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment
- Demonstrable track record of recruiting and activating SI partners
- Strong understanding of mid-tier SI practice structures, P&L dynamics, delivery models, and partner investment decisions
- Experience in or adjacent to ITSM, EX, or CX categories
- Familiarity with the ServiceNow ecosystem is a strong advantage
- Experience building joint business plans, setting pipeline targets, and holding partners accountable
- Ability to build senior relationships with SI practice leads, alliance directors, and C-level stakeholders
- Strong pipeline management discipline and fluency in Salesforce or equivalent CRM
- Ability to align field sales, pre-sales, and marketing behind partner-led motions
- Native-level fluency in German is required
- Valid right to work in Germany at application time; visa sponsorship unavailable
- Preferred: ServiceNow displacement or legacy ITSM competitive experience
- Preferred: Existing network within the German mid-tier SI community
- Preferred: Experience building net-new SI practices around a vendor platform
- Preferred: Familiarity with co-sell and marketplace dynamics
- Preferred: Solution or pre-sales background
- Hunter mentality and ability to develop new relationships
- High commercial IQ and ability to assess partner fit, investment appetite, and revenue potential
- Direct, confident communication and influence without authority
- Disciplined pipeline and commitment management
- Comfort with ambiguity and early-stage programme building
Benefits:
- Hybrid setup or remote work from anywhere in Germany
- Equal opportunity workplace
- Inclusive and diverse work environment
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