Director, Technology Partnerships
About The Position
As we scale our partner ecosystem, this is a rare opportunity to define it. We're hiring a Director of Technology Partnerships to own our ISV strategy end-to-end — from whitespace mapping and partner identification to deal structure, negotiation, and long-term ecosystem growth. This role sits at the intersection of corporate strategy, business development, and product — working across AI, automation, cloud, and collaboration to build the partnerships that accelerate our product roadmap, expand our go-to-market reach, and drive long-term revenue. You'll operate with high autonomy, influence at the executive level, and mandate to build something lasting inside a fast-growing B2B SaaS company.
Requirements
- 8-10+ years in Strategic Business Development, Partnerships, Corporate Strategy, or Corporate Development, ideally within B2B SaaS
- Proven success sourcing, negotiating, and closing complex partnerships with ISV's, OEMs, or enterprise technology providers
- Deep understanding of joint GTM execution, co-sell motions, and ecosystem-driven growth strategies
- Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks
- Experience aligning and influencing executive-level stakeholders across multiple functions
- Exceptional communication, storytelling, and relationship-building skills
- Bachelor's degree required
- Willingness to travel up to 25%, including internationally
Nice To Haves
- MBA or background in management consulting, investment banking, or corporate strategy
- Experience in or along side the ITSM or CX space
- Familiarity with modern partner ecosystem tools and co-sell program structures (e.g., Salesforce AppExchange, Microsoft marketplace, AWS Partner Network)
Responsibilities
- Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities across AI, automation, cloud, collaboration, and adjacent categories
- Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem investment
- Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals
- Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities
- Own the full deal lifecycle — from opportunity identification and qualification through proposal development, executive alignment, negotiation, and close
- Structure and negotiate complex commercial agreements including integrations, co-sell, OEM, and joint solution partnerships
- Build data-driven business cases that quantify revenue impact, product differentiation, and customer value
- Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions
- Develop scalable onboarding, enablement, and performance tracking processes for ISV partners
- Define success metrics and regularly report ecosystem performance and partner impact to executive leadership
Benefits
- Freshworks offers multiple options for dental, medical, vision, disability and life insurances.
- Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered.
- Freshworks also offers adoption and parental leave benefits.
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What This Job Offers
Job Type
Full-time
Career Level
Director
