Channel Sales Manager

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

Fresh vision. Real impact. Come build it with us.

Job Description

As a Channel Sales Manager, you will play a critical role in accelerating Freshworks' growth through our North America partner ecosystem. You'll be responsible for building and expanding relationships with strategic channel partners, distributors, and solution providers while driving indirect revenue and partner-led growth.

In this quota-carrying role, you'll work cross-functionally with Sales, Solutions Engineering, Marketing, and our global Partner organization to develop go-to-market strategies, execute joint business plans, and ensure partners have the resources and support needed to successfully position and sell Freshworks solutions.

Success in this role requires strong relationship management, strategic thinking, and a passion for helping partners grow their business while delivering exceptional customer outcomes.

Requirements

• Own and grow strategic relationships with channel partners, distributors, and solution providers across North America.
• Develop and execute joint business plans that drive pipeline generation, partner engagement, and indirect revenue growth.
• Build and maintain executive-level relationships with partner leadership while serving as a trusted advisor.
• Collaborate closely with Freshworks Sales, Solutions Engineering, Marketing, and Partner Enablement teams to align go-to-market strategies.
• Drive partner recruitment, onboarding, enablement, and ongoing success to maximize partner productivity.
• Identify and develop new partnership opportunities that expand market reach and accelerate business growth.
• Coordinate joint marketing initiatives, sales campaigns, and partner events to generate demand and increase partner engagement.
• Represent the voice of the partner internally by advocating for partner needs, providing market feedback, and influencing cross-functional priorities.
• Accurately forecast partner pipeline and revenue while consistently achieving or exceeding sales targets.

Qualifications

• 5+ years of experience in Channel Sales, Partner Sales, Alliance Management, or indirect sales within a SaaS or enterprise software company.
• Demonstrated success managing strategic partner relationships and consistently achieving or exceeding quota.
• Experience building partner-generated pipeline and driving indirect revenue growth through channel ecosystems.
• Strong executive presence with the ability to influence stakeholders both internally and externally.
• Proven ability to develop and execute strategic business plans with measurable outcomes.
• Excellent communication, negotiation, and relationship-building skills.
• Highly organized with strong project management skills and the ability to manage multiple priorities in a fast-paced environment.
• Comfortable working across global, cross-functional teams in a matrixed organization.
• Live in the Eastern Time Zone
• Bachelor's degree or equivalent professional experience.

Additional Information

The annual base salary range for this position is $173,230 - $213,990. This role is also eligible for variable compensation. 

Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level. 

Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. Equity + ESPP, flexible PTO, flexible spending, commuter benefits, and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits. 

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.