F

Freshworks

Cloud-based CRM and customer engagement suite

Channel Partner Manager

Full-Time
No salary listed
Senior
Île-de-France, France
HybridThree days on-site per week required: Mondays, Wednesdays, and Thursdays.
Sales & Account ManagementBusiness Development & Partnerships

About the job

Requirements
  • At least 7 years of experience in sales, channel management, or partner management within a Software as a Service or enterprise software environment.
  • Fluency in French and English, written and spoken.
  • Demonstrable experience working with partners in the French and Nordic markets, including developing new relationships rather than only managing existing ones.
  • Strong understanding of partner economics, including margin expectations, seller compensation, distribution relationships, and reseller sales-capacity investment decisions.
  • Experience working in or adjacent to customer experience categories; familiarity with the Zendesk or Salesforce reseller ecosystems is advantageous.
  • Ability to build joint business plans, set pipeline targets, and hold partners accountable to commitments.
  • Ability to build and maintain senior relationships within reseller organizations, including sales directors, managing directors, and owners.
  • Strong pipeline-management discipline and proficiency with Salesforce or an equivalent customer relationship management system for partner-opportunity tracking and forecasting.
  • Ability to align field sales, pre-sales, and marketing teams behind partner-led motions.
Responsibilities
  • Own and actively manage partner-sourced and partner-influenced pipelines, working with field account executives to progress and close partner-originated opportunities.
  • Set and hold partners to joint pipeline targets, resale-revenue commitments, and installed-base expansion targets through structured quarterly business reviews and business-planning rhythms.
  • Drive deal progression through customer relationship management monitoring rather than reactive deal registration.
  • Co-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required.
  • Track and report partner pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting.
  • Build partner 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.
  • Drive participation in Freshworks enablement programs, including accreditation, demo certification, and deal-support resources.
  • Act as the primary relationship owner for partner sales leadership and seller communities, building engagement across sales, marketing, and ownership.
  • Deploy market development funds and campaign investment against agreed pipeline outcomes.
  • Identify, target, and sign key strategic regional systems integrators aligned to Freshworks’ France and Nordic customer-experience growth priorities.
  • Contribute to the France and Nordic partner strategy, including partner-selection criteria, tiering, margin design, and investment allocation.
  • Identify resellers with existing Zendesk, Salesforce, or legacy customer-experience customer bases as priority displacement targets and develop engagement plans.
  • Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting tools.
  • Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor margin structures, and whitespace opportunities.
Desired Qualifications
  • Prior experience at a vendor in a channel role targeting Zendesk or Salesforce displacement through resale.
  • An existing reseller network across France and the Nordic countries.
  • Experience building a resale motion from an early stage, including margin and incentive design.
  • Familiarity with distribution and marketplace dynamics as a complement to direct partner management.
  • A background in solution or pre-sales that provides credibility in technical conversations with partner sellers.

About the company

Freshworks provides a cloud-based suite of customer engagement and internal operations software. It offers modules for customer support (Freshdesk), sales automation (Freshsales), marketing automation (Freshmarketer), IT service management (Freshservice), and HR management (Freshteam), all on a single SaaS platform with data flowing between apps and a marketplace for third-party integrations. Customers subscribe to tiered plans and deploy quickly. The platform serves small to large businesses across many industries, aiming to help teams collaborate and work more efficiently by unifying customer interactions and internal processes.

Company Size

5,001-10,000

Company Stage

IPO

Headquarters

San Mateo, California

Founded

2010

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Simplify's Take

What believers are saying

  • Q2 2026 revenue rose 16% to $237.4 million, and GAAP profitability arrived early.
  • EX ARR reached $567 million, growing 23%, with over 7,000 paying AI customers.
  • Freshworks added Seagate and American Oncology Network while raising full-year 2026 guidance.

What critics are saying

  • May 2026 layoffs cut 11% of staff, signaling repeated operating resets.
  • CX ARR grew only 3% in Q2 2026, leaving Freshdesk strategically weak.
  • ServiceNow and Microsoft can crush Freshworks' midsize enterprise wedge by 2027.

What makes Freshworks unique

  • Freshworks unifies EX, CX, and ITSM around one cloud platform.
  • Freshservice gained 67% ARR growth and Gartner ITSM leadership in 2026.
  • AI Agent Studio and MCP Gateway embed workflow automation across Freshworks products.

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Benefits

Hybrid Work Options

Growth & Insights and Company News

Headcount

6 month growth

-10%

1 year growth

0%

2 year growth

-2%
Associated Press
Oct 12th, 2026
Freshworks to acquire Torii to bring AI and software spend governance to Freshservice

Freshworks has signed a definitive agreement to acquire Torii, a software management and AI spend governance company. The deal will extend the Freshservice IT platform into those areas. Torii tracks AI consumption to the token, attributes it to the people and teams driving it, and forecasts future use. IT teams can then charge costs back, set limits, and catch spikes early. Founded in 2017, Torii was named a Leader in the 2026 Gartner Magic Quadrant for SaaS Management Platforms. Its customers include Hearst Corporation, Groupon, and Koch, Inc. Freshworks chief executive officer Dennis Woodside said the deal lets finance and IT "stop reconciling spreadsheets and start making decisions together." The acquisition is expected to close in Freshworks' fourth fiscal quarter of 2026, subject to customary closing conditions.

ITWeb Africa
Oct 5th, 2026
Africa's AI ambitions hinge on data.

Africa's AI ambitions hinge on data. Karthik Akula, regional head, Middle East and Africa at Freshworks, speaking to ITWeb Africa at the ITWeb Cloud Summit 2026 in Johannesburg. African organisations need to clean up their data and remove friction between technology systems if they are to ensure growing artificial intelligence (AI) adoption results in meaningful business value. This is according to Karthik Akula, regional head, Middle East and Africa at Freshworks, speaking to ITWeb Africa at the ITWeb Cloud Summit 2026 in Johannesburg. Akula said the next phase of AI adoption will be less about waiting for more capable AI models and more about preparing organisations to use the technology effectively across existing systems. "The difference is going to be how to cut through the clutter in organisations, which impedes AI adoption. Cutting through this clutter means asking and answering fundamental questions Akula added, such as can you clean up your data? "Can you try to remove the friction points between systems to enable AI to operate amongst multiple connected systems and get the context that is necessary for it to take some actions?" To be action-ready, AI must be able to operate within the permissions, policies and governance frameworks established by organisations. However, Akula said AI adoption remains uneven across the continent, reflecting differences in IT maturity, industries and regulatory environments. For organisations that can overcome those internal barriers, AI could provide an opportunity to help narrow the technology gap between African businesses and more mature international markets. "AI is a fantastic opportunity for African organisations to really level up," Akula said. Rather than requiring African businesses to replicate the infrastructure built by more mature technology markets, AI could enable organisations to build on capabilities already available through cloud-based software and platforms. Africa's infrastructure constraints, including connectivity and energy challenges, do not necessarily prevent organisations from benefiting from AI, Akula said. The growing availability of AI through software-as-a-service and platform-as-a-service models means organisations do not have to establish large physical AI infrastructures locally. At the same time, the growing availability of large language models means organisations can focus on developing applications tailored to local requirements rather than building the underlying AI technology themselves. "Africa can benefit from building and customising specific use cases that are relevant to the continent." However, as Akula explains, the challenge is to ensure those applications are supported by the organisational foundations needed to make AI useful. For Akula, that means focusing on adopting technology that is already available rather than waiting for a future generation of AI to solve organisational shortcomings. "The real value comes from its adoption, even in the current form, rather than looking for a better version of AI," he concluded.

PR Newswire
Oct 1st, 2026
Keeper Security Freshservice Workflow App streamlines vault and Privileged Access request process.

Keeper Security Freshservice Workflow App streamlines vault and Privileged Access request process. Oct 01, 2026, 07:00 ET New integration enables IT and security teams to search the Keeper vault and submit access requests directly from the Freshservice ticket sidebar CHICAGO, Oct. 1, 2026 /PRNewswire/ - Keeper Security, the leading zero-trust and zero-knowledge identity security and Privileged Access Management (PAM) platform, today announces a Freshservice Workflow integration that connects vault and privileged access requests to the ticketing systems IT and security teams already use. The integration lets agents fulfill Keeper vault access and approval requests - including Endpoint Privilege Manager and Cloud SSO device approvals - directly from a Freshservice ticket. The workflow bottleneck experienced with other solutions is eliminated by removing the need for agents to leave tickets for approvals, log into a separate system or move decisions through unaudited side channels like email or chat. Streamlining Ticket Management and Approval Access approvals often stall after the initial request creation. A user submits a helpdesk ticket, but the person fulfilling it has to leave that ticket, log into a separate system, track down the right record or folder and manually grant permission before reporting back. Each handoff introduces delays and moves access decisions outside of the audit trail. The Keeper Security Freshservice Workflow App removes that handoff. When an employee submits a request through a Freshservice service catalog item, the assigned agent can search through Keeper content, configure permissions and approve or deny the request from a Keeper Vault tab inside the ticket itself. Every action runs through a customer-hosted Keeper Commander ServiceMode endpoint, so Keeper's zero-knowledge encryption and access controls stay intact, and Keeper never stores credentials inside Freshservice's IT Service Management (ITSM) and Enterprise Service Management (ESM) platform. "The cryptographic boundary cannot move outside Keeper," said Craig Lurey, CTO and Co-founder of Keeper Security. "This integration processes every approval through Commander ServiceMode on infrastructure owned and controlled by the customer, so the attack surface doesn't expand when you wire Freshservice into your approval workflow. Freshservice is the interface for the request, never the place where secrets are stored." "Every access request is an identity decision, and the further those decisions drift from a governed system, the weaker the audit trail becomes," said Darren Guccione, CEO and Co-founder of Keeper Security. "Integrating Keeper into Freshservice keeps approval decisions inside a ticketing system that security teams already trust, which means zero standing privilege and full audit control stay intact. This becomes increasingly important in the agentic era, as access requests multiply across both human and machine identities." The integration also supports Endpoint Privilege Manager and Cloud SSO device approvals when paired with Keeper's ITSM for Freshservice app, so security admins maintain a single ticketing interface for both incident-driven access requests and routine approval workflows. Availability The Keeper Security Freshservice Workflow App is available now in the Freshworks Marketplace for organizations with an active Keeper Commander deployment. To learn more about the integration, visit docs.keeper.io. About Keeper Security Keeper Security is the leading zero-trust and zero-knowledge identity security solution, trusted by millions of people and thousands of organizations globally. KeeperPAM(R) is Keeper's privileged access management platform that unifies password and passkey management, secrets management, privileged session management and endpoint privilege management in a single cloud-native platform, protected with quantum-resistant encryption. KeeperAI delivers real-time, AI-native threat detection across every privileged session. As AI agents proliferate and identity becomes the defining attack surface, Keeper governs access for humans, machines, non-human identities and AI agents, serving as the unified control plane for access, compliance and visibility across the enterprise. For more information, visit KeeperSecurity.com. SOURCE Keeper Security

Associated Press
Sep 3rd, 2026
Freshworks grants new Chief Product Officer 1.16M share award under inducement plan

Freshworks has granted Ryan Manning, its newly appointed Chief Product and Technology Officer, a restricted stock unit award covering 1,162,790 shares of Class A common stock under its 2022 Inducement Plan. The award was granted in accordance with Nasdaq Stock Market Listing Rule 5635(c)(4) as an inducement for Manning to join the company. The award will vest over approximately four years, with one-sixteenth vesting each quarter following the grant date. Vesting is contingent on Manning's continued employment with Freshworks through the relevant vesting dates. Freshworks describes itself as an AI-powered, unified service operations platform serving organisations including Bridgestone, New Balance, S&P Global, and Sony Music.

StrategINK
Aug 29th, 2026
Innovapptive appoints Samir Akhtar as Head - Field, Partners & Alliances.

Innovapptive appoints Samir Akhtar as Head - Field, Partners & Alliances. August 29, 2026 Innovapptive Inc has appointed Samir Akhtar as Head - Field, Partners & Alliances, adding an experienced enterprise technology and SaaS leader to its leadership team. Akhtar brings more than 18 years of experience across enterprise technology, SaaS, marketing, partnerships and go-to-market (GTM) leadership. In his new role, Akhtar will focus on building field and partner-led growth strategies, strengthening strategic alliances, and driving enterprise pipeline and revenue through integrated marketing and go-to-market initiatives. His mandate brings together his experience across partner ecosystems, demand generation, channel strategy and business growth. Akhtar joins Innovapptive after holding leadership positions at Freshworks, IBM and SBI Life Insurance Co. Ltd. His career has spanned enterprise technology and financial services, giving him experience across partnerships, marketing, sales operations and business management. At Freshworks, Akhtar led initiatives covering global partner marketing, demand generation and ecosystem programmes. His work involved developing partner-focused marketing strategies and supporting demand generation through the broader business ecosystem. Before Freshworks, Akhtar spent more than a decade at IBM, where he held various roles across partner ecosystem marketing, channel strategy, business partner insights and marketing performance management. His long tenure at IBM provided extensive exposure to enterprise technology, channel ecosystems and partner-led business initiatives. Earlier in his career, Akhtar worked with SBI Life Insurance Co. Ltd., where he developed experience in sales operations, institutional alliances and regional business management. This experience added a commercial and operational dimension to his broader expertise in partnerships and growth. With more than 18 years of experience across technology, SaaS, marketing and partnerships, Akhtar brings a combination of ecosystem development, field marketing, alliance management and GTM expertise to Innovapptive. His appointment places him in a role focused on strengthening the connection between Innovapptive's field organisation, partners and alliances. The focus on partner-led growth and enterprise pipeline development aligns with his previous experience in building ecosystem programmes and supporting enterprise business growth. Akhtar's move to Innovapptive marks the next step in his leadership journey, following senior roles with established technology companies including Freshworks and IBM. His experience across partner ecosystems and enterprise marketing will support his responsibilities across field, partner and alliance initiatives at Innovapptive. - Advertisement -