Channel Partner Manager - DACH (m/f/d)

Organizations everywhere struggle under the crushing costs and complexities of solutions that promise to simplify their lives. Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions.

This is a pivotal individual contributor role at the heart of Freshworks channel growth strategy. As a Channel Manager, you will own the full lifecycle of our mid-market reseller business across Germany, Austria, and Switzerland — from prospecting and signing new value-added resellers through to driving active pipeline, resale revenue, and installed base expansion through those relationships.

The opportunity is significant. Freshworks is building a volume resale motion to displace incumbent ITSM platforms through partners who already sell into the mid-market. DACH is a channel-led market where the majority of mid-market IT spend transacts through resellers, 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 VAR sales leaders and owners, to build a reseller base that generates repeatable, run-rate revenue.

The right person combines a hunter's instinct for signing the right resellers with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments.

Responsibilities:

• VAR Recruitment & Onboarding: Identify, target, and sign mid-market VARs aligned to Freshworks' DACH ITSM, ITAM, and CX growth priorities. Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships. Lead the end-to-end recruitment process — from initial outreach and business case development through to contract execution and onboarding.
• Partner Enablement & Acceleration: Build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency. Develop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams.
• Pipeline & Revenue: Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunities. Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythms.
• Strategy & Ecosystem Development: Contribute to the DACH VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation. Identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordingly.

Qualifications:

• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment.
• Fluent German and English, written and spoken.
• Demonstrable track record of recruiting and activating resale partners in the DACH market.
• Strong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity.
• Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments.

Personal Attributes:

• Hunter mentality: energised by finding and opening new relationships.
• High commercial IQ — able to quickly assess partner fit, investment appetite, and revenue potential.
• Direct and confident communicator — able to influence without authority across both internal and partner organisations.
• Disciplined operator: tracks commitments, follows through, and manages a structured pipeline without prompting.

The role is based in the London office in a hybrid setup (3 days in the office). At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.