Lead Channel Sales

Job Description

VAR Recruitment & Onboarding

• Identify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC 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

• Design and execute structured onboarding that brings new VARs to first-deal-ready status inside 90 days: product knowledge, resale terms and margin structure, deal registration, quoting, pre-sales support model

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

• Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources

• Act as the primary relationship owner into VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership

• Deploy MDF and campaign investment against agreed pipeline outcomes, not activity

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

• Drive deal progression through CRM monitoring — not reactive deal registration

• Co-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required

• Track and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting

Strategy & Ecosystem Development

• Contribute to the SG & APAC 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

• 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 opportunity

Qualifications

Required

• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment

• Fluent in English, written and spoken

• Demonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships

• Strong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity

• Experience working in or adjacent to ITSM, ITAM, EX, or CX categories — familiarity with the ServiceNow or ManageEngine reseller ecosystems is a strong advantage

• Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments

• Ability to build and maintain senior relationships within reseller organisations — sales directors, managing directors, and owners

• Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting

• Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions

Preferred

• Prior experience at a vendor in a channel role targeting ServiceNow or legacy ITSM displacement through resale

• Existing DACH reseller network across SIngapore & APAC

• Experience building a resale motion from early stage, including margin and incentive design

• Familiarity with distribution and marketplace dynamics as a complement to direct VAR management

• Background in solution or pre-sales that gives you credibility in technical conversations with partner sellers

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.