Lead - Channel Sales

VAR Recruitment & Onboarding
Identify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth priorities
Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships
Lead 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
Build VAR 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 VAR 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
Pipeline & Revenue
Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-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 VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
Strategy & Ecosystem Development
Contribute to the SG & APAC VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation
Identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM 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 channel, alliances, or partner management within a SaaS or enterprise software environment
Fluent in English, written and spoken
Demonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships
Strong understanding of 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 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 ServiceNow or legacy ITSM displacement through resale
Existing DACH reseller network across SIngapore & APAC
Experience building a resale motion from early stage, including margin and incentive design
Familiarity with 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

Employment type
Full-time

Work arrangement
No