Manager - Channel Sales

Company Description

About Freshworks

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. More than 50,000 companies -- from startups to public companies -- around the world use Freshworks software-as-a-service to enable a better customer experience (CRM) and employee experience (ITSM, HRSM).

Headquartered in San Mateo, California, Freshworks has a dedicated team operating from 13 global locations to serve 50,000+ customers including Bridgestone, Chargebee, DeliveryHero, ITV, Klarna, Multichoice, OfficeMax, TaylorMade and Vice Media.

Freshworks transforms the way world-class organizations collaborate with customers and co-workers. The suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshteam (HR management system).

Freshworks has received numerous accolades including 2019 Startup of the Year form Economic Times, #16 ranking on the Forbes’ Cloud 100 list and #22 on the Battery Ventures/Glassdoor Best Places to Work in 2020. Our suite of products has also been recognized by analysts including the Gartner Magic Quadrants for CRM Customer Engagement, IT Service Management and Sales Force Automation.

While Freshworks has had incredible organic growth over the last few years, the company also has made targeted acquisitions that add critical capabilities to the portfolio including Natural Language Processing, Chatbots, Machine Learning, Social and Messaging Transformation. Freshworks has raised over $400 million in capital and is funded by Accel, CapitalG, Sequoia Capital and Tiger Global Management. More information is available at www.Freshworks.com.

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose and passion, irrespective of their background, gender, race, sexual orientation, religion or ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, our communities and our business.

Job Description

Job Summary:
The Channel Manager is responsible for developing, managing and optimizing the channel
partner relationships and indirect sales channels for North Region. The key objective is to
develop and execute the strategies that maximize revenue, market share and profitability
through the company's distribution channels, partnerships, and alliances. This role involves
strategic planning, partner relationship management, and cross-functional collaboration to
achieve channel objectives.
Key Responsibilities:
1. Channel Strategy Development: Develop and implement a comprehensive channel
strategy that aligns with the company's business goals and objectives.
2. Partner Relationship Management: Build and maintain strong relationships with
channel partners, including distributors, resellers, and System Integrators.
3. Channel Recruitment: Identify and onboard new channel partners that complement
the company's product or service portfolio and target markets.
4. Sales Enablement: Provide channel partners with the necessary tools, resources, and
training to effectively market and sell the company's products or services.
5. Performance Tracking: Monitor and evaluate the performance of channel partners
against established KPIs and sales targets. Implement corrective actions as needed.
6. Revenue Growth: Drive revenue growth through the channel by developing pricing
strategies, incentives, and promotions that motivate partners to sell more.
7. Market Analysis: Stay informed about industry trends, competitive landscapes, and
emerging opportunities, and use this information to adapt the channel strategy
accordingly.
8. Contract Negotiation: Negotiate agreements and contracts with channel partners,
including terms and conditions, pricing, and incentives.
9. Channel Marketing: Collaborate with marketing teams to develop channel-specific
marketing programs, campaigns, and materials to support partner activities.
10. Channel Program Development: Create and manage partner programs that reward
and recognize top-performing channel partners while fostering loyalty and long-term
relationships.
11. Budget Management: Develop and manage the channel budget, including allocation
of resources for partner support, marketing, and other channel-related expenses.

Qualifications

Qualifications:
1. Bachelors degree in business, marketing, or a related field (Masters degree
preferred).
2. Extensive experience (typically 8+ years) in channel sales, partner management, or
related roles.
3. Strong understanding of the company's products or services and the industry in
which it operates.
4. Excellent communication, negotiation, and interpersonal skills.

5. Excellent Data Driven and Analytical capability to analyse data and make data-driven
decisions.
6. Proven track record of building and maintaining successful channel partnerships.
7. Ability to think strategically, analyse market trends and build a Trusted Advisor
status with Partner Executives.
8. Leadership and team management experience.
9. Proficiency in using channel management software and CRM tools.
10. Willingness to travel as needed to meet with partners and attend industry events.

Additional Information

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.