Channel Sales Manager – Germany

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

📋 Description

• Take ownership of the complete lifecycle of Freshworks’ Systems Integrator operations in Germany, from identifying and signing new mid-tier SI partners to driving the pipeline and revenue.

• Identify, target, recruit, contract, and onboard SI partners that align with Freshworks’ growth priorities in ITSM and CX within Germany.

• Enhance SI partner capabilities across sales, pre-sales, and delivery functions.

• Create joint go-to-market strategies that encompass target verticals, solution offerings, and co-selling initiatives.

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

• Manage relationships with SI practice leaders and partner alliance teams.

• Oversee partner-sourced and partner-influenced pipeline alongside CAMs and field AEs.

• Establish and track joint pipeline objectives and revenue commitments through quarterly business reviews and business planning.

• Collaborate on significant opportunities with commercial, technical, and executive support.

• Monitor and report on pipeline health, deal velocity, and revenue contributions using Salesforce.

• Contribute to the strategy for German SI partners, including selection, tiering, and investment distribution.

• Identify ServiceNow and legacy ITSM practices as potential displacement targets.

• Work with marketing, product, and pre-sales teams to develop SI-specific content, solution briefs, and marketing campaigns.

• Provide market insights and competitive intelligence to channel leadership.

⛳️ Requirements

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

• Proven track record of recruiting and activating SI partners.

• Strong comprehension of mid-tier SI practice structures, P&L dynamics, delivery models, and partner investment decisions.

• Experience in or related to ITSM, EX, or CX categories.

• Familiarity with the ServiceNow ecosystem is highly beneficial.

• Experience in developing joint business plans, setting pipeline targets, and holding partners accountable.

• Capability to build senior-level relationships with SI practice leads, alliance directors, and C-level executives.

• Strong discipline in pipeline management and proficiency in Salesforce or similar CRM systems.

• Ability to align field sales, pre-sales, and marketing efforts behind partner-led initiatives.

• Native-level fluency in German is essential.

• Must have a valid right to work in Germany at the time of application; visa sponsorship is not available.

• Preferred: Experience in ServiceNow displacement or legacy ITSM competition.

• Preferred: Established network within the German mid-tier SI community.

• Preferred: Experience in building new SI practices around a vendor platform.

• Preferred: Understanding of co-selling and marketplace dynamics.

• Preferred: Background in solutions or pre-sales.

• Possess a hunter mentality with the ability to forge new relationships.

• High commercial acumen with the ability to evaluate partner compatibility, investment interest, and revenue potential.

• Direct and confident communication style, capable of influencing without authority.

• Disciplined approach to pipeline and commitment management.

• Comfortable with ambiguity and adept at building programs in their early stages.

🏝️ Benefits

• Flexible hybrid setup or remote work from anywhere in Germany.

• Equal opportunity workplace.

• Inclusive and diverse work environment.