Overview
Channel Sales Manager (Germany) is an individual contributor role owning the full lifecycle of Freshworks’ Systems Integrator (SI) business in Germany.
What you'll do
- Recruit, target, and sign mid-tier SI partners aligned to DE ITSM and CX growth priorities.
- Build and maintain a pipeline of prospective SI partners and manage partner-sourced and partner-influenced opportunities.
- Develop and execute onboarding programmes to bring new SIs to first-deal-ready status.
- Enable SI partners across sales, pre-sales, and delivery to support self-sufficient positioning, scoping, and closing.
- Co-sell with SI partners on key opportunities and provide commercial, technical, and executive support as needed.
- Set joint pipeline targets and hold partners accountable to revenue commitments through QBRs and business planning.
What you'll need
- 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 how mid-tier SIs operate, including practice structures, P&L dynamics, delivery models, and investment decisions.
- Experience in or adjacent to ITSM, EX, or CX categories (familiarity with the ServiceNow ecosystem is a strong advantage).
- Comfort with building joint business plans, setting pipeline targets, and holding partners accountable.
- Fluency in German at a native level.
- Fluency in Salesforce or an equivalent CRM for pipeline tracking and forecasting.
Details
- Location: Berlin, Germany.
- Work mode: Hybrid (3 days in the office) or remote from anywhere in Germany.
Read the full description and apply on the company’s own careers page.
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