Lead - Channel Sales

Job description

Job Description
We are looking for a Channel Manager – Middle East & Africa (MEA) to build, activate and grow Freshworks’ partner ecosystem across the region.
This role is responsible for creating incremental business through the partner ecosystem — identifying the right partners, enabling them to sell and deliver Freshworks solutions, building joint go-to-market motions, generating qualified pipeline and ensuring strong execution across the partner lifecycle.
The role requires a strong balance of commercial ownership, partner management, sales alignment and operational discipline.
The Channel Manager will work closely with Sales, Solution Consulting, Customer Success, Marketing, Alliances and other cross-functional teams to make partners a meaningful growth channel for Freshworks.
. Partner Strategy & Business Development

• Develop and execute the partner strategy for assigned markets and segments across MEA.

• Identify and recruit partners that can provide meaningful customer access, technical capability, industry expertise or geographic coverage.

• Evaluate partners based on their ability to generate pipeline, influence customers, implement solutions and build a sustainable Freshworks practice.

• Develop joint business plans with priority partners, including revenue objectives, target accounts, GTM activities and capability-building priorities.

• Build relationships with senior stakeholders within the partner organization and establish clear mutual accountability.
2. Partner Activation & Readiness

• Own the activation of newly recruited partners and move them from onboarding to productive engagement.

• Drive partner readiness across product knowledge, sales capability, solution positioning, certifications and implementation capability.

• Identify capability gaps and create focused enablement plans rather than relying on generic training.

• Establish measurable activation milestones and monitor progress against them.

• Ensure partners have the tools, knowledge and internal champions required to independently position and sell Freshworks.
3. Pipeline Generation & Revenue Growth

• Own partner-sourced and partner-influenced pipeline generation for the assigned territory.

• Build joint campaigns, account-mapping exercises, workshops, roundtables and other pipeline-generation initiatives with priority partners.

• Identify opportunities where partner access or capability can create incremental Freshworks revenue.

• Work with Sales teams to convert partner-generated pipeline into qualified opportunities and closed business.

• Track partner contribution across the funnel — from recruitment and activation through pipeline, conversion and revenue.

• Identify gaps early and build corrective action plans with partners and internal stakeholders.
4. Joint GTM & Field Alignment

• Build strong relationships with Freshworks Account Executives and Sales leadership to align partner activity with territory priorities.

• Facilitate joint account planning between Freshworks and partners.

• Bring partners into relevant enterprise opportunities where they add customer access, technical expertise, implementation capability or commercial leverage.

• Ensure the right level of partner involvement based on the opportunity rather than involving partners purely for attribution.

• Support strategic partner-led and partner-assisted opportunities through the sales cycle.
5. Partner Governance & Performance Management

• Establish regular operating cadences with priority partners, including pipeline reviews, business reviews and action tracking.

• Maintain visibility into partner performance, pipeline quality, conversion, activity and readiness.

• Hold partners accountable to agreed commitments and follow through on action items.

• Identify underperforming or inactive partners and develop clear activation, remediation or rationalization plans.

• Maintain accurate partner and opportunity information across Freshworks systems and reporting mechanisms.
6. Opportunity & Deal Support

• Support partner registration, opportunity alignment, attribution and commercial processes in accordance with Freshworks policies.

• Ensure partner involvement and contribution are clearly documented.

• Coordinate with Sales, Finance, Legal, Operations and other teams where partner-related issues affect deal execution.

• Escalate partner-related blockers appropriately and drive them to resolution.

• Protect a consistent customer experience while ensuring the partner receives the appropriate support.
7. Cross-Functional Collaboration
Work closely with:

• Sales / Account Executives: account planning, opportunity creation and conversion

• Solution Consulting: technical readiness, demos and solution positioning

• Customer Success: expansion, adoption and partner-supported customer outcomes

• Marketing: campaigns, events, demand generation and partner marketing

• Partner Enablement: certifications and capability development

• Operati

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