{"id":1096565,"url":"https://alion.io/job/freshworks-lead-channel-sales-2","title":"Lead - Channel Sales","company":{"id":788,"name":"Freshworks","domain":"freshworks.com","url":"https://alion.io/company/freshworks","size_band":"1001-5000","is_staffing_agency":false,"is_intermediary":false,"ats_vendor":"SmartRecruiters","truth_index":{"grade":"B","score":75,"open_postings":6,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":30,"computed_at":"2026-09-23T05:45:00Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"hiring_geo_confidence":"structured","locations":["Singapore"],"countries":["SG"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Freshworks","optional":false},{"name":"ITSM","optional":false},{"name":"Salesforce","optional":false},{"name":"ServiceNow","optional":false}],"status":"live","first_seen_at":"2026-09-21T15:38:51Z","employer_posted_date":"2026-09-21","last_verified_at":"2026-09-23T14:31:39Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.\nThere’s another option. Freshworks. With a fresh vision for how the world works.\nAt Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.\nFresh vision. Real impact. Come build it with us.\n VAR Recruitment & Onboarding\nIdentify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth priorities\n\nBuild and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships\n\nLead the end-to-end recruitment process - from initial outreach and business case development through to contract execution and onboarding\n\nDesign 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\n\nPartner Enablement & Acceleration\nBuild VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency\n\nDevelop joint go-to-market plans with each partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams\n\nDrive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources\n\nAct as the primary relationship owner into VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership\n\nDeploy MDF and campaign investment against agreed pipeline outcomes, not activity\n\nPipeline & Revenue\nOwn and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunities\n\nSet and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythms\n\nDrive deal progression through CRM monitoring - not reactive deal registration\n\nCo-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required\n\nTrack and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting\n\nStrategy & Ecosystem Development\nContribute to the SG & APAC VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation\n\nIdentify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordingly\n\nWork cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting tools\n\nFeed market and competitive intelligence back into channel leadership, including partner sentiment, competitor margin structures, and whitespace opportunity\n\n Required\n7+ years' experience in channel, alliances, or partner management within a SaaS or enterprise software environment\n\nFluent in English, written and spoken\n\nDemonstrable track record of recruiting and activating resale partners in the DACH market, not just managing existing relationships\n\nStrong understanding of VAR economics: margin expectations, seller compensation, distribution relationships, and how resellers decide where to invest sales capacity\n\nExperience working in or adjacent to ITSM, ITAM, EX, or CX categories - familiarity with the ServiceNow or ManageEngine reseller ecosystems is a strong advantage\n\nCommercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments\n\nAbility to build and maintain senior relationships within reseller organisations - sales directors, managing directors, and owners\n\nStrong pipeline management discipline - fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting\n\nEffective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions\n\nPreferred\nPrior experience at a vendor in a channel role targeting ServiceNow or legacy ITSM displacement through resale\n\nExisting DACH reseller network across SIngapore & APAC\n\nExperience building a resale motion from early stage, including margin and incentive design\n\nFamiliarity with distribution and marketplace dynamics as a complement to direct VAR management\n\nBackground in solution or pre-sales that gives you credibility in technical conversations with partner sellers\n\n At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.","description_format":"text","description_chars":5954,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"English","level":"Advanced (C1)","optional":false}]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Information Technology","Cloud Computing"],"lifecycle":[{"event":"open","at":"2026-09-21T18:39:50Z"}],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":1,"expected_fill_days":30,"reasons":["conf:7","velocity","win:early","comp:brand"],"computed_at":"2026-09-23T05:45:00Z"},"pay":null,"html_url":"https://alion.io/job/freshworks-lead-channel-sales-2","json_url":"https://alion.io/job/freshworks-lead-channel-sales-2.json","meta":{"generated_at":"2026-09-24T04:15:47Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers"}}