Channel Sales Manager - UK in London

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’ UK channel growth strategy. As a Channel Sales Manager, you will own the full lifecycle of our Systems Integrator business in the UK — from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.

The right person for this role combines a hunter’s instinct for identifying and signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how SIs operate, how they build practices, and how to get from first conversation to active GTM motion.

Responsibilities:

• SI Recruitment & Onboarding: Identify, target, and sign mid-tier SI partners aligned to Freshworks’ UK ITSM and CX growth priorities. Build and maintain a pipeline of prospective SI partners. Lead the end-to-end partner recruitment process. Design and execute structured onboarding programmes.
• Partner Enablement & Acceleration: Build and maintain SI partner capability across sales, pre-sales, and delivery. Develop joint go-to-market plans with each SI partner. Drive participation in Freshworks enablement programmes.
• Pipeline & Revenue: Own and actively manage a partner-sourced and partner-influenced pipeline. Set and hold partners to joint pipeline targets and revenue commitments. Co-sell alongside SI partners on key opportunities.
• Strategy & Ecosystem Development: Contribute to the UK SI partner strategy. Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets.

Qualifications:

• 7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment.
• Demonstrable track record of recruiting and activating SI partners.
• Strong understanding of how mid-tier SIs operate.
• Experience working in or adjacent to ITSM, EX, or CX categories.
• Commercially rigorous: comfortable building joint business plans.
• Ability to build and maintain senior relationships within SI organisations.
• Strong pipeline management discipline.
• Effective at working cross-functionally.

Preferred:

• Prior experience at a vendor in a channel or alliance role targeting ServiceNow displacement.
• Existing network within UK mid-tier SI community.
• Experience building net-new SI practices around a vendor platform.
• Familiarity with co-sell and marketplace dynamics.

Personal Attributes:

• Hunter mentality: energised by finding and opening new relationships.
• High commercial IQ.
• Direct and confident communicator.
• Disciplined operator.
• Comfortable with ambiguity and early-stage programme building.

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.