Lead - Channel Sales

📋 Description

• • Own and scale the entire MEA channel ecosystem for Freshworks’ EX & CX enterprise portfolio, turning regional distributors, large MSPs, and top-tier SIs into predictable revenue engines across long, multi-stakeholder sales cycles.
• • Craft and execute a three-year channel growth roadmap that maps partner capabilities to vertical-specific enterprise use cases, ensuring each tier of the partner pyramid (global SIs, regional distributors, boutique consultancies) has a clear path to multi-million-dollar annual recurring revenue.
• • Build, negotiate, and refresh Joint Business Plans (JBPs) with every strategic partner, locking in shared KPIs such as pipeline coverage ratio (≥3× quota), win-rate uplift (≥15 % YoY), and average deal size expansion (≥30 % YoY).
• • Run quarterly business reviews (QBRs) that go beyond pipeline slide decks—deep-dive into co-sell motion analytics, executive sponsor alignment, and competitive displacement stories, then translate insights into the next 90-day action plan.
• • Architect and deliver high-impact enablement bootcamps that move partners from product familiarity to consultative selling: multi-day workshops, persona-based battle cards, ROI calculators, and customer success story libraries tailored to CIO, CDO, and CHRO audiences.
• • Influence enterprise procurement and compliance teams inside partner organizations, ensuring Freshworks solutions are pre-approved on vendor lists and embedded in master service agreements, cutting average deal cycle time by 20 %.
• • Collaborate daily with regional Enterprise Sales Directors, Solution Consultants, and Customer Success Managers to orchestrate complex deal cycles—coordinate discovery workshops, multi-thread stakeholder mapping, and executive alignment calls that secure seven-figure commitments.
• • Design differentiated incentive frameworks (tiered rebates, co-op MDF, deal-registration SPIFFs) that reward partners for net-new logo acquisition, expansion ARR, and multi-product attach rates while protecting margin integrity.
• • Establish an executive sponsor network across C-levels at partner organizations, scheduling bi-lateral steering committees that align on market priorities, technology roadmaps, and joint innovation initiatives such as vertical accelerators or managed service bundles.
• • Monitor competitive landscape across MEA—track regional moves by Salesforce, ServiceNow, Zendesk, and local champions—then equip partners with objection-handling toolkits and win-wire playbooks that highlight Freshworks’ TCO and deployment velocity advantages.
• • Champion partner voice inside Freshworks: surface field feedback to Product Management for roadmap prioritization, escalate integration gaps to Engineering, and secure regional localization budgets for Arabic and French language packs.
• • Build a data-driven governance model using Salesforce CRM and Tableau dashboards that provide real-time visibility into partner-sourced pipeline, stage progression, and forecast accuracy; institute weekly pipeline scrubs and monthly forecast councils to maintain 95 % commit hygiene.
• • Drive continuous program innovation—pilot new partner specializations (e.g., digital-experience MSP track), co-investment funds for lighthouse customer events, and joint GTM campaigns leveraging regional analyst firms such as IDC and Gartner MEA.
• • Mentor a high-potential channel team (Partner Development Managers, Channel Marketing Coordinators) by instituting OKRs, weekly deal clinics, and career development plans that build the next generation of MEA channel leaders.
• • Represent Freshworks at flagship regional events (GITEX, Seamless, Gartner IT Symposium) delivering keynote sessions, partner panels, and customer roundtables that position the company as the fastest-growing EX & CX platform in MEA.