Senior Channel Sales Manager

Freshworks•San Mateo, CA

8h•$182,000 - $225,000

About The Position

The Senior Channel Sales Manager – North America is responsible for accelerating commercial success within the Freshworks Partner Program. The role is focused on activating and accelerating high velocity VAR partners. The successful candidate will build and execute partner growth strategies, articulate compelling value propositions and program benefits, and establish strong executive-level relationships across partner organizations. This role requires the ability to influence stakeholders, develop scalable collaboration frameworks, and align cross-functional teams to achieve ambitious revenue objectives across both new customer acquisition and customer expansion opportunities. This role covers large, strategic partnerships and entails landing a collaboration framework that is most effective to drive revenue growth and performance.

Requirements

10+ years of SaaS or partnership experience
A track record of building strategic VAR partnerships that generate measurable ARR — not just activity
Deep commercial fluency, partner economics, margin structure, and expansion pipeline
Experience selling or partnering in enterprise ITSM or ITAM environments
The credibility to operate at C-suite and practice lead level within partner organizations
Ability to influence across organizational boundaries
A collaborative spirit that focuses on winning as a team versus winning as an individual
Solution sales background/experience: channel, alliances, pre-sales, and/or business development background
Ability to travel up to 50% of the time
Demonstrated ability to engage and influence cross-functional stakeholders and at the leadership level
Strong presentation and written skills coupled with the ability to educate partners and articulate internal value props to cross-functional audiences

Nice To Haves

Bachelor’s degree (not required)
Experience working within the cloud category is highly desired
Proven experience driving revenue through partnerships with structured programs

Responsibilities

Own and execute partner business plans designed to drive revenue growth across new business acquisition and expansion opportunities.
Achieve and exceed quarterly and annual partner-sourced and partner-influenced revenue targets.
Develop strategic growth initiatives that increase partner productivity, pipeline generation, and closed revenue.
Proactively manage a portfolio of partners focused on high velocity customer transformation and optimization, utilizing Freshworks solutions and AI adoption.
Drive business outcomes tied to joint objectives, with consistent tracking and hands-on management.
Establish productive, professional relationships with key personnel in partner accounts.
Develop mutual performance objectives, goals, and critical milestones.
Leverage distribution and existing relationships to access key partner contacts and socialize the Freshworks’ value prop, opportunity, and partner program, while engaging in account mapping, pipeline generation, and joint customer engagement to support closed revenue.
Provide sales execution and partner development, enablement, and readiness.
Guided activities include activation of campaigns, demand gen, sell, service, and retain motions.
Deliver on partner practice building activities, including business planning, deal registration and tracking, QoQ revenue growth, attainment to targets, monetization, and overall business execution.