Channel Partner Manager - France & Nordics

This is a pivotal individual contributor role at the heart of Freshworks' channel growth strategy. As a Channel Manager, you will own the full lifecycle of our CX partner business across France and the Nordics — from managing strategic partners in the region, signing new partners, through to driving active pipeline, resale revenue, and installed base expansion through those relationships.
The opportunity is significant. Freshworks is building a strategic partner motion to displace incumbent CX platforms through partners who already sell into the mid-market. France is a large channel-led market where the majority of mid-market Customer Support spend transacts through resellers, 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 partner sales leaders and owners, to build a reseller base that generates repeatable, run-rate revenue.
The right person combines a hunter's instinct for:
Accelerating revenue with existing partners by building a strong strategic win-win partnership motion.
Working directly on large deals with the customers along with partners on the ground.
Signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments.
You know how partners make money, how they compensate their sellers, and how to get from first conversation to first transacted deal quickly.
Responsibilities:
Pipeline & Revenue
Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close Partner-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 partner pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
Partner Enablement & Acceleration
Build partner 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 partner 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
RSI / VAR / SI Recruitment & Onboarding
Identify, target, and sign key strategic Regional SI’s aligned to Freshworks' France & Nordics CX growth priorities
Strategy & Ecosystem Development
Contribute to the France & Nordics Partner strategy, including partner selection criteria, tiering, margin design, and investment allocation
Identify resellers with existing Zendesk, Salesforce, or Legacy CX 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
Required
7+ years' experience in Sales, channel, or partner management within a SaaS or enterprise software environment
Fluent in French and English, written and spoken
Demonstrable track record of working with partners in the French & Nordics market, not just managing existing relationships
Strong understanding of Partner economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity
Experience working in or adjacent to CX categories — familiarity with the Zendesk or Salesforce 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 Zendesk or Salesforce displacement through resale
Existing reseller network across France, Nordics
Experience building a resale motion from early stage, including margin and incentive design
Familiarity with distribution and marketplace dynamics as a complement to direct Partner 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

Employment type
Full-time

Work arrangement
Hybrid