Vice President - ISV Partnerships

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. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies - that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).
Freshworks' cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.
Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.
Job Description
The Vice President, ISV and Industry Partners will be responsible for identifying, recruiting and building relationships with Freshworks ISV partner ecosystem. This role resides under the Product organization, and will be responsible for building integration partnerships with ISVs, identifying and developing partnerships with whitespace ISV partners to address Freshworks roadmap gaps, building strategic alliances with hyperscalers and messaging partners, and increasing the apps available on and associated monetization for the Freshworks Marketplace.
The ultimate goal is to increase win rates, help Freshworks sellers do larger deals, and reduce churn with a robust ecosystem. The ideal candidate will have a very strong technical background along with an excellent go to market approach with ISVs. They will have deep experience working with ISV's, strong analytical and business strategy acumen, and an understanding of how software ecosystems are built. They will also have excellent leadership and collaboration skills to thrive equally when leading teams, managing the complexity of working with several internal teams, or directly leading work oneself.
Responsibilities:

• Build Partnerships with ISVs to leverage their cutting edge capabilities to help us deliver more value in adjacent functional areas, increase differentiation and win larger, upmarket customers
• Build a robust integration partner ecosystem to easily enable Freshworks SaaS applications to integrate into a customer's existing ecosystem and provide more openness/choice for our customers
• Build product led partnerships with hyperscalers (Azure, AWS, Google Cloud, etc), communication channel providers (Meta, Apple, etc.) to enable early access to technology, leverage their brand to enhance awareness, and create monetization
• Work with the Freshworks Marketplace team to define, accelerate monetization approach including getting developers, SI partners, and ISVs onto the marketplace to enable our customers to integrate, extend their implementations
• Expand the reach of Freshworks through these ISV partnerships through co-sell and sell with approaches, revenue share and referral fees to accelerate revenue
• Work with product, engineering, marketing, sales, finance and legal teams to evaluate, explore and execute partnership opportunities
• Be an expert on the industry: follow the latest industry news, attend events regularly, network heavily, and have a systematic approach to Identifying market trends

Qualifications

• 15+ years of experience in ISV Partnerships at a top technology, SaaS, or other market-leading company
• Strong technical background to work with product managers and CTOs both within Freshworks and at ISV partners
• Proven, tangible results creating an ISV program, recruiting ISV partners, and driving revenue growth for the company
• Experience defining, and executing, a marketplace strategy for SaaS or Cloud providers, including driving significant monetization from the marketplace
• Inspirational, Motivational leader with the ability to build strong teams
• Strong product instinct to identify opportunities for Freshworks with partners
• Ability to work collaboratively with internal teams to build world-class features
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Results-driven, detail-oriented, organized self-starter, creative and critical thinker

Additional Information
The annual OTE range for this position is $380,000 - $620,000 USD.
Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.
Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.
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.
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.
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.