Lead - Channel Sales

Lead - Channel SalesFull-time Compensation: SGD 0 - SGD 0 - yearlyCompany DescriptionOrganizations 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. At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive.

Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world. Fresh vision. Real impact. Come build it with us.Job DescriptionVAR Recruitment & OnboardingIdentify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth prioritiesBuild and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationshipsLead the end-to-end recruitment process — from initial outreach and business case development through to contract execution and onboardingDesign 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 modelPartner Enablement & AccelerationBuild VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependencyDevelop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions with Freshworks field teamsDrive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resourcesAct as the primary relationship owner into VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownershipDeploy MDF and campaign investment against agreed pipeline outcomes, not activityPipeline & RevenueOwn and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunitiesSet and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythmsDrive deal progression through CRM monitoring — not reactive deal registrationCo-sell alongside partners on key opportunities, providing commercial, technical, and executive support as requiredTrack and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecastingStrategy & Ecosystem DevelopmentContribute to the SG & APAC VAR strategy, including partner selection criteria, tiering, margin design, and investment allocationIdentify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordinglyWork cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting toolsFeed market and competitive intelligence back into channel leadership, including partner sentiment, competitor margin structures, and whitespace opportunityQualificationsRequired7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environmentFluent in English, written and spokenDemonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationshipsStrong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacityExperience working in or adjacent to ITSM, ITAM, EX, or CX categories — familiarity with the ServiceNow or ManageEngine reseller ecosystems is a strong advantageCommercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitmentsAbility to build and maintain senior relationships within reseller organisations — sales directors, managing directors, and ownersStrong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecastingEffective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motionsPreferredPrior experience at a vendor in a channel role targeting ServiceNow or legacy ITSM displacement through resaleExisting DACH reseller network across SIngapore & APACExperience building a resale motion from early stage, including margin and incentive designFamiliarity with distribution and marketplace dynamics as a complement to direct VAR managementBackground in solution or pre-sales that gives you credibility in technical conversations with partner sellersAdditional InformationAt 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.By clicking the link above or any third-party link within this posting, you are leaving this site and going to a third-party website where the third-party website's terms and privacy policy applyI'm interestedI'm interestedPrivacy Notice