Channel Sales Manager

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

About this role:

This is a pivotal senior level  individual contributor role at the heart of Freshworks’ ANZ Channel growth strategy. As a Channel Sales Manager, you will own the full lifecycle of our Systems Integrator business in ANZ  from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.

The ANZ SI opportunity is significant. Freshworks is building a strategic motion to displace incumbent ITSM and CX platforms through SI-led delivery, and this role sits at the centre of that effort. You will work closely with field sales, pre-sales, and marketing, as well as directly with SI practice leads, to build a partner ecosystem that generates meaningful, repeatable revenue.

The right person for this role combines a hunter’s instinct for identifying and signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how SIs operate, how they build practices, and how to get from first conversation to active GTM motion.

Responsibilities:

SI Recruitment & Onboarding

Identify, target, and sign mid-tier SI partners (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ ANZ ITSM and CX growth priorities

Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence

Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding

Design and execute structured onboarding programmes that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model

Partner Enablement & Acceleration

Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions

Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams

Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources

Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership

Pipeline & Revenue

Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities

Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms

Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive supp…