Senior Manager - Channel Sales

📋 Description

• • Own the end-to-end UK channel P&L and be the single-threaded owner for all partner-sourced revenue, forecasting accuracy, and YoY growth for Freshworks in one of our fastest-growing international markets.
• • Recruit, lead, and continuously upskill a high-performing team of 4-6 Channel Account Managers; set clear OKRs, run weekly deal clinics, and create individual development plans that turn good sellers into exceptional partner growth architects.
• • Architect and execute a three-year UK channel expansion roadmap that moves us from 80 active partners today to 250+ productive partners by FY26, prioritising high-velocity resellers, tier-1 SIs, and born-in-the-cloud consultancies across CX, ITSM, and CRM domains.
• • Design and operationalise a tiered partner program (Platinum, Gold, Silver) with differentiated enablement paths, joint marketing funds, and co-sell motions that increase partner-sourced pipeline from 25 % to 60 % of total UK ARR within 24 months.
• • Negotiate and close strategic master distribution agreements with the likes of TD SYNNEX, Ingram Micro, and regional cloud marketplaces; secure MDF commitments, pricing frameworks, and joint QBR cadences that lock in multi-year revenue commitments.
• • Run quarterly business reviews with top 20 partners, using data from Salesforce, Tableau, and PartnerStack to surface whitespace opportunities, rebalance territories, and refresh joint GTM campaigns that generate a 3x pipeline multiplier.
• • Partner with Product Marketing to localise enablement assets—battle cards, demo environments, ROI calculators—so every partner seller can articulate Freshworks’ value prop in under 90 seconds and win competitive bake-offs against Zendesk, ServiceNow, and HubSpot.
• • Collaborate with Direct Sales leadership to implement a friction-free “partner-first” rule of engagement; eliminate channel conflict, create transparent deal registration SLAs, and celebrate shared wins that boost both partner NPS and Freshworks’ culture score.
• • Represent Freshworks on stage at industry events such as Cloud Expo, CRN Channel Awards, and partner advisory councils; evangelise our unified customer experience platform and position yourself as the go-to thought leader for modern SaaS channel strategy.
• • Institutionalise operational excellence: maintain a rolling 12-month partner capacity model, publish weekly KPI dashboards (ARR, attach-rate, win-rate, churn), and automate partner onboarding workflows that cut time-to-first-deal from 90 days to 30 days.
• • Champion diversity and inclusion within the channel community; launch mentorship circles for under-represented partner founders and embed ESG criteria into partner scorecards to align with Freshworks’ global sustainability commitments.