Channel Sales Manager – UK & Northern Europe

Overview

In this role you drive rapid channel expansion across UK/Europe by building and scaling SI and MSP ecosystems. You recruit regional partners, design new delivery practices, and craft migration paths from legacy ITSM platforms to Freshworks SaaS. You own multi-faceted partner programs, including co-sell frameworks and pre-buy mechanisms, to accelerate enterprise revenue. This role combines business development with strategic program governance and requires acting with autonomy to matter in a fast-scaling SaaS environment. You will work closely with senior partners and internal teams to shape the channel strategy and deliver measurable impact.

Responsibilities

• Target & Recruit regional/large SIs and MSPs (50M–200M book of business in incumbent ITSM platforms)
• Drive full-spectrum partner engagement: Sell To, Sell Through, and Sell With revenue streams
• Build mid-market and enterprise delivery practices with SI partners
• Develop structured migration plans and business cases to move customers off legacy platforms
• Architect and execute complex MSP programs, pre-buys, and buyouts
• Design, roll out, and execute co-sell frameworks and joint GTM strategies
• Create onboarding and enablement models to reduce time-to-revenue and improve win rates
• Operate partner programs autonomously with minimal corporate infrastructure
• Engage across partner organizations to secure GTM investment and resources
• Own post-ramp annual productivity targets (≈$2M+) and drive pipeline growth
• Drive partner-sourced and partner-influenced pipeline with joint planning and reviews
• Position Freshworks as a high-agility alternative to legacy ITSM platforms

Key requirements

• 7+ years in SaaS channel & alliances with enterprise software experience
• Experience executing sell to, sell through, and sell with motions; developing co-sell frameworks
• Track record in onboarding enablement programs that shorten sales cycles and improve win rates
• Experience structuring and launching managed service programs, pre-buys, and complex delivery models
• Deep knowledge of legacy ITSM/CX ecosystems and how large partners operate
• Proven ability to build new partner practices from zero
• Strong commercial acumen with multi-million-dollar quota targets
• Ability to engage and earn credibility with senior leadership and C-level executives

• Outcome-focused mindset
• Builder mentality
• Executive gravitas and strong communication
• GTM motions (sell to, sell through, sell with)
• Co-sell frameworks and joint account planning
• Managed Service Program design and governance

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