SI Partner Manager - Germany

About Freshworks

Freshworks Inc. develops straightforward service software designed to enhance both employee and customer experiences. Using a people-first approach to AI, Freshworks simplifies business operations by reducing complexity and lowering costs, delivering efficient, enterprise-grade CX and IT solutions. Their customers include prominent companies such as Bridgestone, New Balance, and Sony Music.

Role Overview

This individual contributor position is central to Freshworks' channel growth strategy in Germany. As the SI Partner Manager, you will oversee the entire lifecycle of the Systems Integrator business within Germany, from identifying and onboarding mid-tier SI partners to nurturing ongoing pipeline and revenue generation. This role involves collaboration with sales, pre-sales, marketing teams, and SI practice leads to develop a strong partner ecosystem that produces sustainable revenue.

Key Responsibilities

• Identify, approach, and onboard mid-tier SI partners aligned with Freshworks’ ITSM and CX growth in Germany.
• Develop and maintain a pipeline of prospective partners using market insight and competitive intelligence.
• Manage the recruitment process from initial engagement through contract signing and onboarding.
• Create and implement structured onboarding programs to rapidly prepare partners for sales readiness.
• Enhance partner capabilities across sales, pre-sales, and delivery to enable autonomous positioning and closing of Freshworks solutions.
• Develop joint go-to-market strategies tailored to each SI partner involving vertical targets and collaborative sales efforts.
• Encourage participation in Freshworks enablement initiatives, including certifications and support.
• Maintain multi-level relationships within partner organizations across sales, delivery, and leadership.
• Manage partner-driven sales pipelines and collaborate with account managers to progress opportunities.
• Establish and enforce joint pipeline and revenue goals through regular reviews and business planning.
• Co-sell on key deals, offering commercial, technical, and executive backing as necessary.
• Track and report SI pipeline health and revenue contribution using Salesforce for accurate forecasting.
• Shape the German SI partner strategy, including partner selection, tiering, and investment planning.
• Identify priority SI partners with existing ITSM practices and devise engagement strategies.
• Coordinate with marketing, product, and pre-sales teams to develop SI-targeted content and campaigns.
• Provide market and competitive insights to channel leadership based on partner feedback and industry trends.

Qualifications

• At least 7 years’ experience in channel, alliances, or partner management within SaaS or enterprise software sectors.
• Proven success in recruiting and activating new SI partners, beyond managing existing partnerships.
• Comprehensive understanding of mid-tier SI operations, including practice structures and investment decision factors.
• Experience related to ITSM, Employee Experience, or Customer Experience domains; familiarity with the ServiceNow ecosystem is a plus.
• Strong commercial acumen capable of crafting joint business plans and managing partner accountability.
• Ability to cultivate senior-level relationships with practice leads, alliance directors, and executives within SI organizations.
• Proficient in sales pipeline management and CRM tools such as Salesforce for pipeline tracking and forecasting.
• Adept at cross-functional collaboration aligning sales, pre-sales, and marketing efforts behind partner-led initiatives.
• Native-level proficiency in German is mandatory.

Preferred Experience

• Previous work at vendors targeting ServiceNow displacement or competing with legacy ITSM platforms.
• Established connections within the German mid-tier SI community (e.g., Capgemini, CGI, Unisys, Computacenter).
• Experience launching new SI practices from early stages around a vendor platform.
• Knowledge of co-selling and marketplace dynamics complementing SI-led go-to-market strategies.
• Background in solution or pre-sales roles lending credibility in technical conversations with SI partners.

Personal Qualities

• A driven hunter mindset focused on discovering and initiating new partnerships rather than merely managing existing ones.
• High commercial intelligence to quickly assess partner suitability and potential revenue impact.
• Confident and direct communication style enabling influence without formal authority.
• Disciplined in commitment tracking, following through, and managing pipelines proactively.
• Comfortable operating in ambiguity and contributing to early-stage program development.

Additional Information

The position is based in Berlin with a hybrid work arrangement requiring three days in the office weekly, or fully remote within Germany.

Freshworks is dedicated to fostering an inclusive global workplace embracing diversity across backgrounds, gender, race, sexual orientation, religion, and ethnicity, promoting equal opportunities for all employees.

Applicants must have the legal right to work in Germany at application time and be able to provide evidence before starting employment. Visa sponsorship is not available for this role.