Channel Partner Manager - DACH (m/f/d)

Job description

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 mid-market reseller business across Germany, Austria, and Switzerland — from prospecting and signing new value-added resellers through to driving active pipeline, resale revenue, and installed base expansion through those relationships. 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. You will 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. Responsibilities: VAR Recruitment & Onboarding Identify, target, and sign mid-market VARs aligned to Freshworks' DACH 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 DACH 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 German and 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 Germany, Austria, and Switzerland 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 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 The role is based in the Berlin office in a hybrid setup (3 days in the office) or remote from anywhere else in Germany. 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. Please note that for this specific role, Freshworks is unable to provide visa sponsorship . All candidates must possess the valid right to work in Germany at the time of application and be able to provide evidence of this right prior to commencement of employment. At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us. Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. There’s another option. Freshworks. With a fresh vision for how the world works. Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations. Fresh vision. Real impact. Come build it with us.