GSI Partnerships Director

Job description

Role Overview Senior individual contributor responsible for building and scaling Freshworks' GSI partnership programme across India-headquartered global SIs. This is a build role; the foundation does not exist at scale. You will establish it. Responsibilities Own the GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtree Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines Build GSI practice development programmes — enablement, certification, solution plays, and co-sell motions Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies Negotiate commercial frameworks including resale, referral, and services attach economics Establish exec-level relationships at VP and C-suite within each named GSI account Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership. Requirements 12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership Direct, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree Proven track record of building GSI programmes from low maturity to measurable revenue contribution Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements Ability to operate at CXO level internally and externally Strong commercial acumen — able to model partner economics, margin structure, and services attach rates Experience managing or influencing geographically distributed teams Familiarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and Zendesk Based in London, with willingness to travel internationally What Success Looks Like in Year One GSI programme charter signed with at least three named partners Joint GTM plans active with measurable pipeline targets per partner Freshworks practice capability established within two GSIs (certified practitioners, solution plays live) First partner-influenced enterprise deals closed in ITSM or CX GSI PDM team structure defined and first hire in place 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. Company Description 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.