Senior Channel Sales Manager

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
Senior Manager - Channel and Alliances Partnerships is responsible for accelerating commercial success with our Channel Partnerships program. The person will develop the Freshworks Channel Partnerships strategy that is focused on recruiting, managing, and driving commercial growth partners. This includes developing the programs and policies, defining the right incentive model, enablement, and benefits to attract and recruit new partners and accelerate growth. This role is responsible for our most strategic channel partners. The person needs to define a collaboration framework and models that are most effective to drive revenue growth and performance through partners. He/She is responsible for achieving revenue growth targets through partners across North America and will be a change agent to drive change into the organization. This role will work with the regional business head to drive growth.

• Recruit and manage strategic partner relationships with agreed goals, targets, and quarterly business reviews
• Ensure business plans are in place with target partners and ensure quarterly business reviews to meet these targets
• Achieve goals for pipeline, growth, and certifications. Establish productive, professional relationships with key personnel in assigned accounts.
• Support regional joint business development planning processes with partners that develop mutual performance objectives, goals, and critical milestones.
• Manage complex enterprise agreement negotiations and collaborate with cross-functional stakeholders.
• Develop a strategy to help Freshworks drive incremental revenue, especially for Customer Experience, CRM, and Employee Experience portfolios
• Manage executive relationships at strategic partners
• Support incentive models for strategic partners
• Build a two-way alliance model that is built on trust that helps grow both companies' businesses
• The role requires a sales-driven approach, with technical acumen, to reach Freshworks' revenue goals, maximizing partner performance, aggressively driving demand generation and enablement activities, including partner competency building, and applying sales process discipline and cross-functional resources to increase velocity and opportunity close rate.
• Leverage distribution and existing relationships to access partner sponsors and executives, sales leaders, and reps to 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. White glove training of Freshworks solutions to support performance across priority verticals.
• Guided activities include activation of MDF campaigns in tandem with demand gen, sell, service, and retain motions.
• Proactively manage a portfolio of partners focused on customer transformation and optimization, utilizing Freshworks solutions.
• Support partner practice-building activities, including business planning, pipeline creation and tracking, QoQ revenue growth, attainment to targets, monetization, and overall partnership execution.

Qualifications

• Bachelor degree
• 13+ years of SaaS or partnership experience
• Broad expertise in developing and managing partners
• Strong experience in building partner strategies across software and services
• Ability to work influence across organizational boundaries
• A collaborative spirit that focuses on winning as a team versus winning as an individual
• Solution sales background/experience: alliances, pre-sales, or business development background would be highly preferred
• Ability to travel greater than 50% of the time
• Ability to support, mentor, and help groom a young team
• Demonstrated ability to engage and influence executives stakeholders
• Strong presentation and written skills coupled with the ability to articulate complex concepts to cross-functional audiences.
• Experience working within the cloud category is highly desired.
• Proven experience driving revenue through partners with structured programs
• Strong verbal and written communication skills are a must, as well as the ability to work effectively across internal and external organizations.

Additional Information
New York Range: $208,000-338,000 comprising an annual salary & incentive compensation: You may also be eligible for equity and additional generous company benefits.
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.