About this role:
This is a pivotal senior level individual contributor role at the heart of Freshworks’ ANZ Channel growth strategy. As a Channel Sales Manager, you will own the full lifecycle of our Systems Integrator business in ANZ from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.
The ANZ SI opportunity is significant. Freshworks is building a strategic motion to displace incumbent ITSM and CX platforms through SI-led delivery, and this role sits at the centre of that effort. You will work closely with field sales, pre-sales, and marketing, as well as directly with SI practice leads, to build a partner ecosystem that generates meaningful, repeatable revenue.
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 (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ ANZ ITSM and CX growth priorities
Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence
Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding
Design and execute structured onboarding programmes that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model
Partner Enablement & Acceleration
Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions
Develop joint go-to-market plans with each SI 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 SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership
Pipeline & Revenue
Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities
Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms
Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required
Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
Strategy & Ecosystem Development
Contribute to the ANZ SI partner strategy, including partner selection criteria, tiering, and investment allocation
Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly
Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets
Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity
