Channel Sales Manager – UK

Overview

As Channel Sales Manager for the UK, you own the end-to-end SI partner program to accelerate Freshworks’ ITSM and CX growth. You’ll recruit mid-tier SI partners, enable their teams, and drive joint GTM plans to generate repeatable revenue. You’ll collaborate with field sales, pre-sales, and marketing to shape a scalable partner ecosystem. Your work will help displace incumbents and extend Freshworks’ reach in the UK. This is a high-impact, cross-functional role with a clear revenue focus.

Responsibilities

• SI Recruitment & Onboarding: identify, target, sign mid-tier SI partners and manage end-to-end onboarding
• Partner Enablement & Acceleration: build partner capability across sales, pre-sales, and delivery; develop joint GTM plans and co-sell motions
• Pipeline & Revenue: own partner-sourced/influenced pipeline, manage targets and forecasting in collaboration with CAMs and field AEs
• Strategy & Ecosystem Development: contribute to UK SI partner strategy, engage with marketing/product, and provide market intelligence

Key requirements

• 7+ years in channel, alliances, or partner management in SaaS/enterprise software
• Proven track record recruiting and activating SI partners
• Strong understanding of mid-tier SI operations, P&L, and delivery models
• Experience in ITSM/EX/CX; familiarity with ServiceNow is advantageous
• Commercially rigorous: able to build joint business plans and manage commitments
• Ability to manage senior relationships within SI organisations (practice leads, alliance directors, C-level)
• Strong pipeline management; fluent in Salesforce or equivalent CRM
• Cross-functional collaboration experience with sales, pre-sales, and marketing

• Hunter mentality
• High commercial IQ
• Direct and confident communicator
• Disciplined operator
• Salesforce (CRM)
• ServiceNow ecosystem familiarity (advantage)

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