Lead - Channel Sales (VAR Partners)

About the role

Freshworks is looking for a Lead - Channel Sales professional in Singapore to recruit and activate VAR partners for its ITSM, ITAM and CX software. The role covers recruitment, onboarding, partner enablement, pipeline and revenue management, and contributes to the Singapore and APAC VAR strategy.

Key responsibilities

• Identify, target and sign mid-market VARs aligned with Freshworks' Singapore and APAC growth priorities, and build a pipeline of prospective resellers
• Lead end-to-end recruitment, from outreach and business case development through contract execution and onboarding
• Run onboarding that brings new VARs to first-deal-ready status within 90 days, covering product knowledge, resale terms, margins, deal registration, quoting and pre-sales support
• Build VAR capability across sales and pre-sales so partners can sell without vendor dependency, and run joint go-to-market plans with each partner
• Drive partner participation in enablement programmes such as accreditation, demo certification and deal support
• Manage a partner-sourced pipeline with field account executives, set joint pipeline and revenue targets, and co-sell on key deals
• Track pipeline health, conversion velocity and revenue in Salesforce, and feed market intelligence back to channel leadership
• Contribute to partner selection criteria, tiering, margin design and investment allocation, and work with marketing, product and pre-sales on reseller content

Required profile

• 7+ years in channel, alliances or partner management in a SaaS or enterprise software environment
• Proven track record of recruiting and activating resale partners in the DACH market
• Strong understanding of VAR economics: margins, seller compensation, distribution relationships and how resellers allocate sales capacity
• Experience in or near ITSM, ITAM, EX or CX, with familiarity with the ServiceNow or ManageEngine reseller ecosystems a strong advantage
• Comfortable building joint business plans, setting pipeline targets and holding partners accountable
• Ability to build senior relationships with reseller sales directors, managing directors and owners

Required skills

• Fluent English, written and spoken
• Fluent in Salesforce or an equivalent CRM for partner opportunity tracking and forecasting
• Preferred: prior channel experience targeting ServiceNow or legacy ITSM displacement, an existing DACH reseller network in Singapore and APAC, and experience designing margins and incentives