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FreshworksChannel Partner Manager - DACH (m/f/d)
Freshworks is hiring a Channel Partner Manager covering the DACH markets of Germany, Austria and Switzerland. The London office is the listed base, with a hybrid…
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About This Role
Freshworks is hiring a Channel Partner Manager covering the DACH markets of Germany, Austria and Switzerland. The London office is the listed base, with a hybrid schedule of three office days weekly. As an individual contributor, the person handles the complete cycle for mid-market reseller partnerships: recruiting value-added resellers, then growing pipeline, resale income and installed-base growth through them. The company plans to displace incumbent ITSM products by equipping partners…
Job Description
Freshworks is hiring a Channel Partner Manager covering the DACH markets of Germany, Austria and Switzerland. The London office is the listed base, with a hybrid schedule of three office days weekly. As an individual contributor, the person handles the complete cycle for mid-market reseller partnerships: recruiting value-added resellers, then growing pipeline, resale income and installed-base growth through them. The company plans to displace incumbent ITSM products by equipping partners that already serve the mid-market, and DACH is a market where most such spending moves through resellers.
The role identifies and signs mid-market VARs, runs recruitment from first contact through contract, and organizes onboarding so partners reach a first resold deal within 90 days. It develops partner selling skills, builds joint go-to-market plans, allocates MDF and campaign funding against pipeline outcomes, and tracks progress in CRM rather than waiting for registrations. The manager also maps ServiceNow, ManageEngine and legacy ITSM customer books for displacement, shapes partner tiers and margin structures, and passes competitor intelligence up to channel leadership.
Candidates need seven or more years managing channel, alliance or partner relationships in SaaS or enterprise software, fluent German and English, and a documented record of recruiting resale partners in DACH. Understanding of reseller economics, such as margins, seller pay and where resellers choose to spend sales effort, is essential. Background in ITSM, ITAM, EX or CX, and knowledge of ServiceNow or ManageEngine reseller networks, is a strong advantage. Visa sponsorship is unavailable, so the applicant must already be authorized to work in Germany. No salary is given.
Responsibilities
- Scout, qualify and contract mid-market VARs that match DACH ITSM, ITAM and CX goals
- Assemble and update a list of prospective resellers via market mapping and contacts
- Lead recruitment from outreach through business case, contract and onboarding
- Run onboarding that gets new VARs ready for a first deal within 90 days
- Strengthen partner sellers' skills, spanning sales and pre-sales, so they can sell Freshworks alone
- Draft shared go-to-market plans covering target verticals and co-sell approaches
- Direct MDF and campaign investment toward agreed pipeline outcomes
- Take responsibility for pipeline partners originate or influence, with field AEs
- Set joint pipeline, resale and installed-base expansion targets through business reviews
- Monitor the health, conversion speed and revenue impact of VAR pipeline in Salesforce
- Help shape DACH partner strategy: selection standards, tier structure, margin design and spend
Requirements
- Seven or more years managing channel, alliance or partner relationships in SaaS or enterprise software
- Fluent German and English in speech and writing
- Proven success signing and enabling resale partners across DACH
- Understanding of VAR economics, including margin expectations and seller compensation
- Commercial rigor for joint business plans, pipeline targets and partner accountability
- Strong ties with senior figures at reseller firms, from sales heads to owners
- Pipeline discipline in Salesforce or an equivalent CRM
- Skill in rallying account teams, pre-sales and marketing around partner-led selling
- Right to work in Germany, as no visa sponsorship is offered
Qualifications
- Earlier vendor-side channel work aimed at ServiceNow or older ITSM replacement via resellers
- Existing reseller contacts throughout Germany, Austria and Switzerland
- Background launching a reseller program from scratch, covering margins and incentives
- Understanding of distributor and marketplace models
- A solution or pre-sales background
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the job located?
The listing places the role in the London office, on a hybrid arrangement with three office days a week.
What languages are required?
Fluency in German and English, both written and spoken, is required.
Is visa sponsorship offered?
No. The posting says Freshworks cannot provide visa sponsorship, so candidates must already be authorized to work in Germany.
What is the salary?
The posting does not specify a salary.
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