Senior Channel Partnerships & VAR Enablement Lead

Freshworks; Singapore; Hybrid; SGD 120,000 - 180,000; Full time

Job summary

Freshworks in Singapore is seeking a VAR Recruitment & Onboarding lead to identify, recruit, and enable mid-market resellers aligned to ITSM, ITAM, and CX priorities. You will build a robust partner pipeline, onboard partners within 90 days, and drive joint GTM plans with field teams across SG & APAC.

You will enable partners through training, accreditation, and deal support, owning relationships with VAR leadership and accelerating pipeline through Salesforce-driven forecasting.

Qualifications

• 7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment.
• Fluent in English, written and spoken.
• Proven track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships.
• Strong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity.
• Experience working in or adjacent to ITSM, ITAM, EX, or CX categories — familiarity with the ServiceNow or ManageEngine reseller ecosystems is a strong advantage.
• Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments.
• Ability to build and maintain senior relationships within reseller organisations — sales directors, managing directors, and owners.
• Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting.
• Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions.

Responsibilities

• Identify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth priorities.
• Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships.
• Lead the end-to-end recruitment process — from initial outreach and business case development through to contract execution and onboarding.
• Design 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 model.
• Partner Enablement & Acceleration: Build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency.
• Develop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams.
• Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources.
• Act as the primary relationship owner into VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership.
• Deploy MDF and campaign investment against agreed pipeline outcomes, not activity.
• Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunities.
• Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythms.
• Drive deal progression through CRM monitoring — not reactive deal registration.
• Co-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required.
• Track and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting.
• Contribute to the SG & APAC VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation.
• Identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordingly.
• Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting tools.
• Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor margin structures, and whitespace opportunity.

Skills

Partner recruitment

VAR management

Sales enablement

Channel strategy

CRM: Salesforce

Tools

Salesforce

Job description

Freshworks in Singapore is seeking a VAR Recruitment & Onboarding lead to identify, recruit, and enable mid-market resellers aligned to ITSM, ITAM, and CX priorities. You will build a robust partner pipeline, onboard partners within 90 days, and drive joint GTM plans with field teams across SG & APAC.

You will enable partners through training, accreditation, and deal support, owning relationships with VAR leadership and accelerating pipeline through Salesforce-driven forecasting.