UK SI Channel Growth Leader

Freshworks; Greater London; On-site; GBP 85,000 - 125,000; Full time

Job summary

Freshworks is seeking a Channel Sales Manager in the UK to own the full lifecycle of the Systems Integrator business, from signing mid-tier partners to driving pipeline and revenue. You will collaborate with field sales, pre-sales, and marketing and build a partner ecosystem that delivers repeatable revenue.

The role focuses on recruiting and enabling SI partners, developing joint go-to-market plans, and managing multi-threaded engagement with SI practice leads and alliance teams to achieve

Qualifications

• 7+ years of experience in channel, alliances, or partner management within SaaS/enterprise software.

Responsibilities

• Identify, target, and sign mid-tier SI partners aligned to Freshworks' UK ITSM and CX growth priorities.
• Build and maintain a pipeline of prospective SI partners, drawing on market mapping and competitive intelligence.
• Lead end-to-end partner recruitment—from outreach and business case development to contract execution and onboarding.
• Design onboarding programmes that bring new SIs to first-deal-ready status quickly: product knowledge, terms, deal registration, and pre-sales support.
• Build and maintain SI partner capability across sales, pre-sales, and delivery for self-sufficient positioning and closing of Freshworks solutions.
• Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Fres hworks teams.
• Drive participation in enablement programmes, including accreditation, demo certification, and deal support resources.
• Act as primary relationship owner with SI leads and alliances teams, coordinating across sales, delivery, and leadership.
• Own and actively manage a partner-sourced and partner-influenced pipeline with CAMs and field AEs; progress opportunities to close.
• Set and hold partners to joint pipeline targets and revenue commitments through quarterly business reviews.
• Co-sell with SI partners on key opportunities, providing commercial, technical, and executive support as needed.
• Track and report SI pipeline health, deal velocity and revenue contribution in Salesforce with accurate forecasting.
• Contribute to the UK SI partner strategy, including criteria, tiering and investment; identify displacement targets and engagement plans.
• Work with marketing, product, and pre-sales to develop SI-specific content and assets; feed market intelligence back to channel leadership.

Skills

Channel sales

Partner recruitment

Pipeline management

Salesforce CRM

ServiceNow familiarity

SaaS / enterprise software

Cross-functional collaboration

Tools

Salesforce

Job description

Freshworks is seeking a Channel Sales Manager in the UK to own the full lifecycle of the Systems Integrator business, from signing mid-tier partners to driving pipeline and revenue. You will collaborate with field sales, pre-sales, and marketing and build a partner ecosystem that delivers repeatable revenue.

The role focuses on recruiting and enabling SI partners, developing joint go-to-market plans, and managing multi-threaded engagement with SI practice leads and alliance teams to achieve