Channel Partner Manager – DACH

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the entire lifecycle of Freshworks' mid-market reseller business in Germany, Austria, and Switzerland.

• Identify, target, recruit, sign, and onboard suitable mid-market VARs.

• Create a pipeline of potential resellers through market mapping, distribution networks, competitor partner lists, and existing relationships.

• Lead the recruitment process from outreach and business-case development to contract execution and onboarding.

• Design the onboarding process to prepare new VARs to be first-deal-ready within 90 days.

• Enhance partner sales and pre-sales capabilities to effectively position, scope, quote, and close Freshworks solutions.

• Develop joint go-to-market strategies, target verticals, solution plays, and co-selling initiatives.

• Encourage partner involvement in enablement programs, accreditation, demo certification, and deal-support resources.

• Manage VAR relationships with sales leadership and seller communities.

• Allocate MDF and campaign investments based on agreed pipeline outcomes.

• Oversee partner-sourced and partner-influenced pipelines along with field account executives.

• Set and manage joint pipeline, resale revenue, and installed-base expansion targets through QBRs and business planning.

• Propel deal progression by monitoring CRM and co-selling on significant opportunities.

• Track and report VAR pipeline health, conversion speed, and revenue contributions via Salesforce.

• Contribute to the DACH VAR strategy, including selection criteria, tiering, margin design, and investment allocation.

• Develop engagement plans for resellers displacing ServiceNow, ManageEngine, or legacy ITSM products.

• Collaborate with marketing, product, and pre-sales teams on partner content, campaigns, and quoting tools.

• Provide market and competitive insights to channel leadership.

⛳️ Requirements

• Over 7 years of experience in channel, alliances, or partner management within a SaaS or enterprise software environment.

• Proficient in both German and English, both written and spoken.

• Proven track record of recruiting and activating resale partners in the DACH region.

• Strong grasp of VAR economics, including margin expectations, seller compensation, distribution relationships, and reseller sales capacity decisions.

• Experience working in or alongside ITSM, ITAM, EX, or CX categories.

• Commercial acumen in creating joint business plans, setting pipeline targets, and holding partners accountable.

• Capability to establish and nurture senior relationships within reseller organizations.

• Strong pipeline management skills; proficient in Salesforce or equivalent CRM.

• Effective collaboration across functions with field sales, pre-sales, and marketing teams.

• Valid right to work in Germany at the time of application; Freshworks is unable to provide visa sponsorship.

• Preferred: previous vendor experience targeting ServiceNow or legacy ITSM displacement through resale.

• Preferred: existing network of DACH resellers across Germany, Austria, and Switzerland.

• Preferred: experience in building a resale motion from an early stage, including margin and incentive design.

• Preferred: familiarity with distribution and marketplace dynamics.

• Preferred: background in solutions or pre-sales.

🏝️ Benefits

• Flexible hybrid work setup with 3 days in the Berlin office or remote from anywhere else in Germany.

• An equal opportunity workplace dedicated to diversity and inclusion.