Lead - Channel Sales (SMB)

Company Description
Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies - that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).
Freshworks' cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.
Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.
Job Description
SMB Channel Manager - Channel and Alliances Partnerships is responsible for accelerating commercial success in SMB with our Channel Partnerships program. The person has a deep understanding and key relationships within this segment of the market, and is focused on unlocking this opportunity in our coverage model by executing on a scalable framework for recruiting, enabling, managing, and driving success through high velocity reseller partners.
This role is responsible for landing a collaboration framework that is most effective to drive revenue growth and performance through SMB transaction channels and partners. The role is responsible for achieving revenue growth targets, working with the regional business head, direct sales teams, external partners, and internal cross-functional stakeholders to drive growth.
Responsibilities

• Build a scalable SMB model to drive high velocity deal closure through resellers
• Ensure a suitable framework and performance plans are in place to achieve targets and key business objectives.
• Achieve goals for pipeline, growth, and certifications. Establish productive, professional relationships with key personnel at partners.
• Develop mutual performance objectives, goals, and critical milestones.
• Develop a strategy to help Freshworks drive incremental revenue into SMB and key verticals.
• Manage stakeholder and executive relationships at partners.
• Initiate and support incentive and MDF/SPIFF programs.
• The role requires a managerial sales and relationship-driven approach to reach Freshworks' revenue goals, maximizing territory performance, aggressively driving demand generation and enablement activities across the team, including partner competency building, and applying sales process discipline within team and to cross-functional resources to increase velocity and opportunity close rate.
• Leverage existing relationships to access key reseller contacts in SMB 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.
• Proactive focus on partner and customer transformation and optimization, utilizing Freshworks solutions.
• Deliver on partner practice building activities, including business planning, pipeline creation and tracking, QoQ revenue growth, attainment to targets, monetization, and overall business execution.

Qualifications

• Bachelor degree
• 7+ years of SaaS or partnership experience
• 5+ years of SMB-specific experience
• Broad expertise in developing and managing SaaS resellers
• Strong experience in building channel strategies across software and services
• Ability to work and 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 or greater than 50% of the time
• Demonstrated ability to engage and influence cross-functional stakeholders
• Strong presentation and written skills coupled with the ability to educate resellers and articulate internal value props to cross-functional audiences Experience working within the cloud category is highly desired
• Proven experience driving revenue through reseller partners with structured programs

Additional Information
All your information will be kept confidential according to EEO guidelines.
At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.