Key Responsibilities
Drive Global CX Partner Revenue Growth
Own global channel sales performance for Freshworks' Customer Experience business.
Deliver partner-sourced, partner-influenced, and co-sell revenue targets across regions.
Develop and execute annual and multi-year channel growth plans aligned with business objectives.
Drive increased channel contribution to pipeline, bookings, and enterprise customer acquisition.
Establish predictable partner-generated revenue streams and scalable growth motions.
Build & Scale the CX Partner Ecosystem
Develop and expand a high-performing network of channel partners including:
Regional System Integrators (RSIs)
Value-Added Resellers (VARs)
Managed Service Providers (MSPs)
Strategic consulting and implementation partners
Technology and marketplace partners
Recruit, activate, and scale partners aligned with Freshworks' enterprise and mid-market growth priorities.
Build partner segmentation, coverage, and engagement models to maximize productivity and market reach.
Create joint business plans with strategic partners and drive accountability against growth commitments.
Lead Co-Sell & Go-to-Market Execution
Build repeatable partner-assisted sales motions across key regions.
Partner closely with regional sales leaders to embed partners into strategic opportunities and enterprise accounts.
Drive joint pipeline creation, account planning, and market development initiatives.
Improve win rates, deal velocity, and market penetration through effective partner engagement.
Support large and strategic opportunities requiring partner-led implementation or transformation capabilities.
Partner Enablement & Success
Establish scalable onboarding, enablement, and certification programs.
Improve partner readiness across sales, pre-sales, implementation, and customer success motions.
Define partner success metrics and performance frameworks.
Ensure partners have clear value propositions, growth opportunities, and paths to profitability within the Freshworks ecosystem.
Deliver a simple, frictionless partner experience aligned with Freshworks' customer-first philosophy.
Cross-Functional Leadership
Partner with Sales leadership on territory planning, account coverage, pipeline generation, and forecasting.
Collaborate with Marketing to execute partner marketing and demand generation programs.
Work with Product, Solutions Engineering, and Customer Success teams to support solution adoption and customer outcomes.
Influence regional business strategies through partner insights and market feedback.
Drive alignment across stakeholders to ensure partners are effectively integrated into the CX go-to-market motion.
Team Leadership & Operational Excellence
Lead and develop a high-performing global channel sales team.
Establish rigorous operating cadences including forecasting, pipeline reviews, business reviews, and performance management.
Develop future leaders and build organizational capability to support long-term scale.
Implement metrics, dashboards, and governance frameworks to measure partner effectiveness and ROI.
