Associate - Channel Sales

Company Description

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.

Job Description

As an Associate - Channel Sales representative with Freshworks, you will be responsible for accelerating commercial success with our Channel Partnerships program. In this role, you will focus on recruiting, enabling, managing, and driving high-velocity reseller partners. This includes identifying and prioritizing ideal Freshworks resellers in partnership with Distribution and in support of Freshworks Channel Managers, including messaging the value proposition and benefits to attract and recruit new resellers and accelerate growth. This role is responsible for various partner types and across segments, encompassing the most effective revenue growth levers for the company.

Responsibilities:

• Identify, prioritize, recruit, and manage reseller relationships at scale.
• Ensure territory performance plans are in place with a breadth ecosystem to achieve targets and key business objectives.
• Achieve goals for pipeline, growth, and certifications. Establish productive, professional relationships with key personnel in reseller accounts.
• Develop mutual performance objectives, goals, and critical milestones.
• Develop a strategy to help Freshworks drive incremental revenue in key segments and verticals.
• Manage stakeholder and executive relationships at reseller.
• Support incentives and MDF/SPIFF programs.
• The role requires a sales and relationship-driven approach to reach Freshworks’ revenue goals, maximizing performance, aggressively driving demand generation and enablement activities, including partner competency building, and applying sales process discipline and cross-functional resources to increase velocity and opportunity close rate.
• Leverage distribution and existing relationships to access key reseller contacts and socialize the Freshworks’ value prop, opportunity, and partner program, while engaging in account mapping, pipeline generation, and joint customer engagement to support closed revenue.
• Provide sales execution and partner development, enablement, and readiness.
• Guided activities include activation of campaigns, demand gen, sell, service, and retain motions.
• Proactively manage a portfolio of resellers focused on high-velocity customer transformation and optimization, utilizing Freshworks solutions.
• Deliver on reseller practice building activities, including breadth business planning, pipeline creation and tracking,
• QoQ revenue growth, attainment to targets, monetization, and overall business execution.
  
  

Qualifications

• Bachelor degree
• 5+ years of SaaS or partnership experience
• Broad expertise in developing and managing SaaS resellers
• Strong experience in building channel strategies across software and services
• Ability to work influence across organizational boundaries
• A collaborative spirit that focuses on winning as a team versus winning as an individual
• Solution sales background/experience: channel, alliances, pre-sales, and/or business development background
• Ability to travel up to or greater than 25% of the time
• Demonstrated ability to engage and influence cross-functional stakeholders
• Strong presentation and written skills coupled with the ability to educate resellers and articulate internal value props to cross-functional audiences
• Experience working within the cloud category is highly desired
• Proven experience driving revenue through reseller partners with structured programs
  
  

Additional Information

The annual OTE range for this position is $72,000 — $117,000 USD.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.