Partner Manager

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

📋 Description

• Take ownership of the entire lifecycle of our Systems Integrator operations in Germany.

• Identify and secure new mid-tier SI partners.

• Foster an active pipeline and revenue through these partnerships.

• Develop a partner ecosystem that produces significant, repeatable revenue.

• Identify, target, and onboard mid-tier SI partners that align with Freshworks’ DE ITSM and CX growth objectives.

• Establish and maintain a pipeline of potential SI partners.

• Lead the comprehensive partner recruitment process.

• Create and implement structured onboarding programs for new SIs.

• Develop and sustain SI partner capabilities across sales, pre-sales, and delivery.

• Collaborate on joint go-to-market strategies with each SI partner.

• Encourage participation in Freshworks enablement programs.

• Manage and actively oversee a partner-sourced and partner-influenced pipeline.

• Set and enforce joint pipeline targets and revenue commitments with partners.

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

⛳️ Requirements

• Minimum of 7 years’ experience in channel, alliances, or partner management in a SaaS or enterprise software setting.

• Proven history of recruiting and activating SI partners, rather than merely managing existing relationships.

• Solid understanding of mid-tier SI operations: practice structures, P&L dynamics, delivery models, and partner investment decision-making.

• Experience in or related to ITSM, EX, or CX categories—familiarity with the ServiceNow ecosystem is a significant advantage.

• Commercially astute: adept at creating joint business plans, establishing pipeline targets, and ensuring partners meet their commitments.

• Skilled in building and maintaining senior relationships within SI organizations, including practice leads, alliance directors, and C-level stakeholders.

• Strong discipline in pipeline management, with fluency in Salesforce or an equivalent CRM for tracking and forecasting partner opportunities.

• Effective in cross-functional collaboration: able to align field sales, pre-sales, and marketing efforts with partner-led initiatives.

• Native-level fluency in German is essential.

🏝️ Benefits

• Flexible work arrangements.

• Opportunities for professional development.