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FreshworksChannel Sales Manager - UK & Northern Europe
Freshworks is hiring a Channel Sales Manager for the UK and Northern Europe region. Based in London, this position operates on-site as an individual contributor dedicated…
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About This Role
Freshworks is hiring a Channel Sales Manager for the UK and Northern Europe region. Based in London, this position operates on-site as an individual contributor dedicated to expanding the channel network, driving joint go-to-market strategies, and increasing enterprise revenue. This role suits an autonomous builder and intrapreneur who can establish new partner practices from the ground up rather than managing pre-existing accounts. The person in this role will target Systems…
Job Description
Freshworks is hiring a Channel Sales Manager for the UK and Northern Europe region. Based in London, this position operates on-site as an individual contributor dedicated to expanding the channel network, driving joint go-to-market strategies, and increasing enterprise revenue.
This role suits an autonomous builder and intrapreneur who can establish new partner practices from the ground up rather than managing pre-existing accounts. The person in this role will target Systems Integrators and Managed Service Providers, executing sell-to, sell-through, and sell-with revenue motions to help partners migrate customers away from legacy IT Service Management platforms onto modern software solutions.
The successful candidate will manage multi-million dollar annual productivity targets, structure complex agreements, and collaborate closely with both internal teams and external executive leadership to accelerate deal cycles and win rates.
Responsibilities
- Target and sign regional and large Systems Integrators and Managed Service Providers managing substantial books of business in incumbent IT Service Management platforms
- Drive full-spectrum partner engagement encompassing internal consumption, partner resale, and joint enterprise co-selling revenue streams
- Collaborate with practice leads to establish delivery practices focused on the company solution
- Formulate migration plans and commercial business cases to transition customers off legacy platforms
- Architect and execute sophisticated partnership agreements including managed service programs, pre-buys, and buyouts
- Design co-sell frameworks and joint go-to-market strategies aligning partner representatives with internal field account executives
- Create partner onboarding and enablement models to reduce time-to-revenue and increase win rates
- Manage a post-ramp annual productivity target of approximately $2 million or more
- Govern partner-sourced and partner-influenced pipeline via joint account planning, pipeline reviews, and quarterly business reviews
Requirements
- Minimum of seven years of experience in SaaS channel management, alliances, Systems Integrator or Managed Service Provider recruitment, or joint go-to-market execution within enterprise software
- Demonstrated expertise in executing sell-to, sell-through, and sell-with commercial motions
- Hands-on background in structuring and negotiating managed service programs and complex delivery models
- Operational understanding of legacy enterprise IT Service Management and customer experience ecosystems
- Proven ability to build net-new partner practices and go-to-market motions completely from scratch
- Experience managing multi-million dollar quota targets and holding partners accountable to commitments
- Must possess a valid right to work in the UK at the time of application without visa sponsorship
Qualifications
- Direct experience competing against or displacing major legacy enterprise IT Service Management platforms
- Prior experience working in a fast-scaling, high-velocity SaaS startup environment
- Existing active professional relationships across the UK and European regional Systems Integrator and Managed Service Provider community
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this job located?
This role is based on-site in London.
Does Freshworks offer visa sponsorship for this position?
No, visa sponsorship is not available for this role. All applicants must hold a valid right to work in the UK at the time of application.
What is the compensation or salary for this role?
The posting does not specify the salary for this position.
What level of experience is required?
Candidates must have at least seven years of experience in SaaS channel and alliances, Systems Integrator or Managed Service Provider recruitment, or alliance development within an enterprise software environment.
Sample Interview Questions
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