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FreshworksChannel Sales Manager - UK
Freshworks is seeking a Channel Sales Manager for the United Kingdom to expand partner revenue through systems integrators. As an individual contributor, the person owns the…
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About This Role
Freshworks is seeking a Channel Sales Manager for the United Kingdom to expand partner revenue through systems integrators. As an individual contributor, the person owns the entire relationship lifecycle: scouting, qualifying and contracting new mid-tier SI partners, then growing pipeline and revenue together. The company intends to unseat incumbent ITSM and CX vendors by delivering through SIs, which makes this position central to that plan. The role is London-based and…
Job Description
Freshworks is seeking a Channel Sales Manager for the United Kingdom to expand partner revenue through systems integrators. As an individual contributor, the person owns the entire relationship lifecycle: scouting, qualifying and contracting new mid-tier SI partners, then growing pipeline and revenue together. The company intends to unseat incumbent ITSM and CX vendors by delivering through SIs, which makes this position central to that plan. The role is London-based and on-site.
Recruitment work covers outreach, building the business case, negotiating contracts and moving new partners into a structured onboarding path that leads to a first deal. Partners are equipped with product training, commercial terms, deal registration and pre-sales help. The manager also builds joint go-to-market plans, forges relationships at SI practice and alliance levels, shares ownership of partner-sourced pipeline with field account executives, sets joint goals reviewed in business sessions, and keeps Salesforce forecasts accurate. Input to UK partner strategy covers selection criteria, tiering and investment decisions.
The right candidate has seven or more years in channel, alliance or partner roles inside SaaS or enterprise software, a proven record of signing and activating SIs, and a sense of how mid-tier integrators organize their practices and decide where to invest. Exposure to ITSM, EX or CX markets is required, and knowledge of the ServiceNow partner ecosystem is a strong advantage. Sponsorship is unavailable, so applicants must already be authorized to work in the UK.
Responsibilities
- Scout, qualify and contract mid-tier SI partners in line with UK ITSM and CX priorities
- Assemble and keep updated a list of prospective partners using market maps and industry contacts
- Lead recruitment from first outreach through business case, contract and onboarding
- Create onboarding tracks that get new SIs ready for a first deal
- Grow what partners can do in sales, pre-sales and delivery
- Draft shared go-to-market plans covering target verticals and co-sell approaches
- Take responsibility for pipeline that partners originate or influence, working with field account executives
- Set joint pipeline and revenue targets and review them in business planning sessions
- Track pipeline health, deal velocity and forecast accuracy in Salesforce
- Contribute to UK SI strategy, tiering and investment allocation
Requirements
- Seven or more years in channel, alliance or partner management within SaaS or enterprise software
- Track record of signing and enabling SI partners
- Understanding of mid-tier integrators: practice structures, profit-and-loss drivers and investment choices
- Experience in or near ITSM, EX or CX markets
- Commercial discipline for joint business plans, pipeline targets and partner accountability
- Capacity to cultivate senior ties with practice heads, alliance leaders and C-suite contacts
- Solid pipeline management in Salesforce or a comparable CRM
- Skill in getting account teams, pre-sales and marketing to rally around partner-led selling
- Existing authorization to work in the UK; visa sponsorship is not offered
Qualifications
- Previous vendor-side channel or alliance work aimed at ServiceNow displacement or legacy ITSM rivals
- Established contacts within the UK mid-tier SI market
- History of launching a new SI practice around a vendor platform
- Understanding of co-sell and marketplace models
- A background in solutions or pre-sales
- Dutch or Nordic language skills are an asset
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 is for an on-site position in London.
What experience is required?
The posting asks for seven or more years in channel, alliance or partner management, a record of recruiting SI partners, and exposure to ITSM, EX or CX.
Is visa sponsorship offered?
No. The posting says Freshworks cannot provide visa sponsorship, so candidates must already be authorized to work in the UK.
What is the salary?
The posting does not specify a salary.
Sample Interview Questions
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