DACH Channel Partner Manager — Scale VARs & Revenue

Freshworks; Greater London; Hybrid; GBP 90,000 - 140,000; Full time

Job summary

Freshworks is seeking a Channel Manager to lead the mid-market reseller strategy across Germany, Austria, and Switzerland from our London base. You’ll recruit VARs, drive pipeline and revenue, and partner with sales, pre-sales, and marketing to scale a reseller-led growth model.

You will combine hunter instincts with business discipline to govern joint plans, term structures, and performance metrics while navigating ITSM, ITAM, EX, or CX contexts.

Qualifications

• 7+ years in channel, alliances, or partner management within SaaS or enterprise software.
• Fluent German and English, written and spoken.
• Track record recruiting and activating resale partners in DACH.
• Solid understanding of VAR economics: margins, incentives, and channel programs.
• Experience with ServiceNow or ManageEngine reseller ecosystems is a strong plus.
• Commercial rigor: build joint business plans and manage candidate pipelines.
• Ability to influence cross-functionally with sales, marketing and product teams.

Responsibilities

• Recruit and onboard mid-market VARs aligned to Freshworks' DACH growth priorities.
• Build and maintain a pipeline of prospective resellers and close opportunities.
• Drive joint go-to-market plans and partner enablement programs.
• Co-sell with partners and manage pipeline targets and forecast accuracy.
• Collaborate across marketing, product, and field teams to optimize reseller success.

Skills

Fluent German

Fluent English

Channel management

Sales pipeline

SaaS experience

Tools

Salesforce

Job description

Freshworks is seeking a Channel Manager to lead the mid-market reseller strategy across Germany, Austria, and Switzerland from our London base. You’ll recruit VARs, drive pipeline and revenue, and partner with sales, pre-sales, and marketing to scale a reseller-led growth model.

You will combine hunter instincts with business discipline to govern joint plans, term structures, and performance metrics while navigating ITSM, ITAM, EX, or CX contexts.