Job Description

We are looking for a Channel Manager – Middle East & Africa (MEA) to build, activate and grow Freshworks’ partner ecosystem across the region.

This role is responsible for creating incremental business through the partner ecosystem — identifying the right partners, enabling them to sell and deliver Freshworks solutions, building joint go-to-market motions, generating qualified pipeline and ensuring strong execution across the partner lifecycle.

The role requires a strong balance of commercial ownership, partner management, sales alignment and operational discipline.

The Channel Manager will work closely with Sales, Solution Consulting, Customer Success, Marketing, Alliances and other cross-functional teams to make partners a meaningful growth channel for Freshworks.

. Partner Strategy & Business Development

- Develop and execute the partner strategy for assigned markets and segments across MEA.
- Identify and recruit partners that can provide meaningful customer access, technical capability, industry expertise or geographic coverage.
- Evaluate partners based on their ability to generate pipeline, influence customers, implement solutions and build a sustainable Freshworks practice.
- Develop joint business plans with priority partners, including revenue objectives, target accounts, GTM activities and capability-building priorities.
- Build relationships with senior stakeholders within the partner organization and establish clear mutual accountability.

2. Partner Activation & Readiness

- Own the activation of newly recruited partners and move them from onboarding to productive engagement.
- Drive partner readiness across product knowledge, sales capability, solution positioning, certifications and implementation capability.
- Identify capability gaps and create focused enablement plans rather than relying on generic training.
- Establish measurable activation milestones and monitor progress against them.
- Ensure partners have the tools, knowledge and internal champions required to independently position and sell Freshworks.

3. Pipeline Generation & Revenue Growth





- Own partner-sourced and partner-influenced pipeline generation for the assigned territory.
- Build joint campaigns, account-mapping exercises, workshops, roundtables and other pipeline-generation initiatives with priority partners.
- Identify opportunities where partner access or capability can create incremental Freshworks revenue.
- Work with Sales teams to convert partner-generated pipeline into qualified opportunities and closed business.
- Track partner contribution across the funnel — from recruitment and activation through pipeline, conversion and revenue.
- Identify gaps early and build corrective action plans with partners and internal stakeholders.

4. Joint GTM & Field Alignment

- Build strong relationships with Freshworks Account Executives and Sales leadership to align partner activity with territory priorities.
- Facilitate joint account planning between Freshworks and partners.
- Bring partners into relevant enterprise opportunities where they add customer access, technical expertise, implementation capability or commercial leverage.
- Ensure the right level of partner involvement based on the opportunity rather than involving partners purely for attribution.
- Support strategic partner-led and partner-assisted opportunities through the sales cycle.

5. Partner Governance & Performance Management

- Establish regular operating cadences with priority partners, including pipeline reviews, business reviews and action tracking.
- Maintain visibility into partner performance, pipeline quality, conversion, activity and readiness.
- Hold partners accountable to agreed commitments and follow through on action items.
- Identify underperforming or inactive partners and develop clear activation, remediation or rationalization plans.




- Maintain accurate partner and opportunity information across Freshworks systems and reporting mechanisms.

6. Opportunity & Deal Support

- Support partner registration, opportunity alignment, attribution and commercial processes in accordance with Freshworks policies.
- Ensure partner involvement and contribution are clearly documented.
- Coordinate with Sales, Finance, Legal, Operations and other teams where partner-related issues affect deal execution.
- Escalate partner-related blockers appropriately and drive them to resolution.
- Protect a consistent customer experience while ensuring the partner receives the appropriate support.

7. Cross-Functional Collaboration

Work closely with:

- Sales / Account Executives: account planning, prospect creation and conversion
- Solution Consulting: technical readiness, demos and solution positioning
- Customer Success: expansion, adoption and partner-supported customer outcomes
- Marketing: campaigns, events, demand generation and partner marketing
- Partner Enablement: certifications and capability development
- Operations / Finance: commercial processes, attribution and operational execution
- Leadership: partner strategy, performance reviews and regional priorities

Role Boundaries

The Channel Manager is accountable for partner growth, activation, engagement and partner-led pipeline to ensure larger market share.

Success Measures

Success in this role will be measured through a combination of partner productivity, pipeline creation, revenue contribution and ecosystem health, including:

- Partner addition and activation
- Partner-sourced and partner-influenced pipeline
- Partner-attributed revenue / ARR
- Partner pipeline conversion
- Revenue/Quality of activated partners
- Partner readiness and certification
- Joint account-planning coverage
- Partner-led GTM activity and resulting pipeline
- Strategic partner engagement and business-plan execution
- Partner productivity and contribution to regional growth
- Accuracy of partner attribution and opportunity governance

The focus is on productive partners and measurable business outcomes, not simply the number of partners recruited.

📌 Lead - Channel Sales (Chennai)
🏢 FreshWorks
📍 Chennai