Channel Partner Manager - DACH (m/f/d)
Core
Own the full lifecycle of Freshworks' mid-market reseller business across Germany, Austria, and Switzerland, driving pipeline, revenue, and installed base expansion through VAR relationships.
Role type
Senior individual contributor channel partner manager (DACH)
Builds
A volume resale motion to displace incumbent ITSM platforms via partners selling into the mid-market
Domain
SaaS / Enterprise Software (ITSM, ITAM, CX) in the DACH region
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Channel/partner management, VAR recruitment and onboarding, joint business planning, pipeline management, Salesforce proficiency, cross-functional collaboration, commercial discipline, stakeholder management at senior levels
Preferred skills
Experience with ServiceNow or ManageEngine reseller ecosystems, existing DACH reseller network, building resale motions from early stage, solution or pre-sales background
Technologies
Salesforce
Responsibilities
Identify, target, and sign mid-market VARs aligned to growth priorities; Build and maintain a pipeline of prospective resellers using market mapping; Design and execute structured onboarding to bring new VARs to first-deal-ready status within 90 days; Develop joint go-to-market plans with partners including target verticals and co-sell motions; Own and actively manage a partner-sourced pipeline working with field AEs; Set and hold partners to joint pipeline targets and revenue commitments through QBRs; Contribute to DACH VAR strategy including partner selection criteria and margin design
Seniority
Senior, hands-on IC