Company DescriptionOrganizations 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.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. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.Fresh vision. Real impact. Come build it with us.Job DescriptionAbout this role:This is a pivotal, high-impact individual contributor role focused on driving rapid channel expansion, joint go-to-market strategy, and enterprise revenue growth across the UK and European region. As a Channel Sales Manager, you will be responsible for hunting, building, and scaling our Systems Integrator (SI) and Managed Service Provider (MSP) ecosystem.Rather than simply managing existing accounts, this role requires a true intrapreneur and builder who can establish new partner practices from scratch. You will execute a comprehensive sell to, sell through, and sell with motion—recruiting and activating key partners with large existing books of business in incumbent IT Service Management (ITSM) tech stacks, creating a clear migration path to our modern SaaS platform.The ideal candidate combines a high-energy hunter instinct with the commercial and technical acumen required to structure complex managed service programs, co-sell frameworks, buyouts, and pre-buy models.Key ResponsibilitiesPartner Recruitment & Practice Building (Hunt & Build)Target & Recruit: Identify, target, and sign regional/large SIs and MSPs (specifically those managing a 50M–200M book of business in incumbent ITSM platforms).Sell To, Through & With Execution: Drive full-spectrum partner engagement—orchestrating Sell To (internal consumption/MSP platform licenses), Sell Through (partner resale/pre-buys), and Sell With (joint enterprise co-selling) revenue streams.Build Mid-Market & Low-Enterprise Practices: Partner with SI practice leads to establish new mid-market and enterprise delivery practices centered around our solution as the primary vendor of choice.Develop Displacement Off-Ramps: Create structured migration plans and compelling commercial business cases that enable partners to transition disenfranchised customers off legacy incumbent platforms.Complex Deal Structuring: Architect and execute sophisticated partnership agreements, including Managed Service Provider (MSP) programs, pre-buys, and buyouts.Enablement, Co-Sell & Program GovernanceCo-Sell Framework Development: Design, roll out, and execute structured co-sell frameworks and joint go-to-market strategies that align partner sales reps with internal field AE teams on targeted enterprise accounts.High-Impact Onboarding & Enablement: Design partner onboarding and enablement models that directly reduce time-to-revenue, increase conversion velocity, and measurably improve win rates on complex enterprise opportunities.Autonomous Execution: Build and run partner programs autonomously without requiring extensive corporate infrastructure or existing playbook support—establishing new processes where none currently exist.Multi-Threaded Alignment: Engage across all levels of partner organizations—from practice leads and alliance directors to executive leadership—to secure go-to-market investment and dedicated engineering/GTM resources.Pipeline & Enterprise Revenue OwnershipRevenue Accountability: Own a post-ramp annual productivity target of ~$2M+, driving joint GTM strategy, pipeline growth, and enterprise revenue through high-velocity partner deals and strategic pre-buy investments.Pipeline Generation & Governance: Drive both partner-sourced and partner-influenced pipeline, holding partners accountable through joint
Channel Sales Manager - UK & Northern Europe in Kennington employer: The Placement Group
Freshworks is an exceptional employer that champions a people-first culture, fostering an inclusive environment where creativity and innovation thrive. As a Field Marketing Specialist in the UKI & Nordics, you'll benefit from a dynamic work atmosphere that encourages professional growth through hands-on experience with cutting-edge AI tools and data-driven strategies. With a commitment to employee development and a focus on meaningful impact, Freshworks offers a unique opportunity to shape the future of customer and employee experiences while collaborating with a diverse team across the globe.
