Freshworks: Channel Partner Manager - DACH (m/f/d) — London, England, United Kingdom

About Freshworks

Freshworks develops cloud-based software for customer and employee experiences. Its product range includes customer support, sales and marketing automation, chat and IT service management. The employer names Freshdesk, Freshsales, Freshmarketer, Freshservice and Freshchat, supported by shared platform services. These applications address different operational needs, from managing customer conversations and sales activity to helping employees obtain IT services. The business emphasises software designed for end users and straightforward implementation.

The position and its setting

Freshworks lists Channel Partner Manager - DACH (m/f/d) in London, England, United Kingdom, under reference P101772_1. The details below separate the work described by the employer from essential conditions, preferred experience and practical preparation advice.

• Employment type: Full-time
• Employer listing date: 2 September 2026
• Brands: Freshworks

Responsibilities and work described

• This is a pivotal individual contributor role at the heart of Freshworks channel growth strategy
• The opportunity is significant
• Freshworks is building a volume resale motion to displace incumbent ITSM platforms through partners who already sell into the mid-market
• DACH is a channel-led market where the majority of mid-market IT spend transacts through resellers, and this role sits at the centre of that effort
• Work: closely with field sales, pre-sales, and marketing, as well as directly with VAR sales leaders and owners, to build a reseller base that generates repeatable, run-rate revenue
• The right person combines a hunter's instinct for signing the right resellers with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments
• You know how VARs make money, how they compensate their sellers, and how to get from first conversation to first transacted deal quickly
• VAR Recruitment & Onboarding
• Identify, target, and sign mid-market VARs aligned to Freshworks' DACH ITSM, ITAM, and CX growth priorities
• Building: and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships
• Leadership: 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
• Building: VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency
• Development: 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

Essential requirements and candidate background

• Required
• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment
• Fluent German and English, written and spoken
• Demonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships
• Understanding: 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 advantage
• Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments
• Build and maintain senior relationships within reseller organisations — sales directors, managing directors, and owners
• 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

Experience and professional background

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

Preferred experience and additional strengths

• Existing DACH reseller network across Germany, Austria, and Switzerland
• Experience building a resale motion from early stage, including margin and incentive design
• Familiarity: 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
• Personal Attributes
• Hunter mentality: energised by finding and opening new relationships, not just managing the existing book
• High commercial IQ — able to quickly assess partner fit, investment appetite, and revenue potential
• Direct and confident communicator — able to influence without authority across both internal and partner organisations
• Disciplined operator: tracks commitments, follows through, and manages a structured pipeline without prompting
• Comfortable with ambiguity and early-stage programme building — this role will shape the mid-market resale motion, not inherit a mature one

Location, schedule and contract conditions

For this overseas or regional listing, confirm work authorisation and any location restrictions with the employer. The location does not establish visa sponsorship or permission to work remotely from India.

• The role is based in the London office in a hybrid setup (3 days in the office)
• Work arrangement: Hybrid
• Advertised location: London, England, United Kingdom

Conditions requiring the complete notice

Some passages contain complex or combined conditions that have not been reduced to short eligibility statements here. Read the complete linked notice for those passages, including any alternatives, exceptions or restrictions. The concise facts above should not be treated as the full wording of every condition.

Pay and application dates

A verified salary figure is not established in this article. An online estimate for another Channel Partner Manager - DACH (m/f/d) vacancy is not an offer for reference P101772_1; use the employer’s own pay disclosure and recruitment communication.

A closing date is not confirmed in this article. Check the current employer page before submitting: an undated posting can change or be withdrawn.

How to apply to Freshworks

Applications follow the official employer page linked below.

Open the official Freshworks posting below and match the title and reference P101772_1.

Compare your qualifications and experience with the essential conditions for the London, England, United Kingdom position, then read the preferred criteria separately.

Prepare an accurate CV and the supporting items requested in that employer’s application. Provide only information and documents you are authorised to share.

Use the employer’s application option, complete the required fields and review the submission. Retain the acknowledgement when one is provided. Job Alerts World does not receive the application.

Practical preparation: Salesforce

Salesforce experience should identify the users and workflow, then explain the configuration, development or integration you handled. A concrete example helps distinguish administration from application development or process design.

Relevant skills

• Salesforce
• ServiceNow
• investment
• sales
• marketing
• recruitment
• business planning