Own the full lifecycle of our Systems Integrator business in Germany
Prospect and sign new mid-tier SI partners
Drive active pipeline and revenue through those relationships
Build a partner ecosystem that generates meaningful, repeatable revenue
Identify, target, and sign mid-tier SI partners aligned to Freshworks’ DE ITSM and CX growth priorities
Build and maintain a pipeline of prospective SI partners
Lead the end-to-end partner recruitment process
Design and execute structured onboarding programmes for new SIs
Build and maintain SI partner capability across sales, pre-sales, and delivery
Develop joint go-to-market plans with each SI partner
Drive participation in Freshworks enablement programmes
Own and actively manage a partner-sourced and partner-influenced pipeline
Set and hold partners to joint pipeline targets and revenue commitments
Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce

7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment
Demonstrable track record of recruiting and activating SI partners, not just managing existing relationships
Strong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisions
Experience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantage
Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments
Ability to build and maintain senior relationships within SI organisations — practice leads, alliance directors, and C-level stakeholders
Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting
Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions
Native-level fluency in German is a must

Partner Manager

Key skills