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Freshworks is a leading provider of cloud-based customer engagement software.

Territory Account Executive DACH (Remote)
Berlin, DE
Job Description / Skills Required

Freshworks Partners team is looking for an entrepreneurial driven Strategic Channel Sales Manager for the DACH. As a Channel Sales Manager, you will play a leading role in taking our regional partnerships to the next level. In this role, you will advocate multiple Freshworks product-lines targeting mainly reseller partners, nurture and grow partners and drive revenue through them.

Your Role and responsibilities:

Core responsibilities include identifying, recruiting, onboarding and generating revenue through Strategic Solution Partners (specifically Value Added Resellers) by building on Freshworks’ Global partner program

Recruitment and Onboarding of partners

Identify new partners that meet the qualifying criteria for Strategic Solution Partners. Qualification of identified prospects.

Discovery of prospective partner profile and background. Analyze fitment for partner program

Pitch the value proposition of the Freshworks partner program to new partners

Handle Objections, negotiate terms through executive discussions and manage review of the partner agreement

Overseeing product training of new partners

Nurture partners to build pipeline for first set of customer wins 

Partner Management

Build a joint revenue plan with partners, working closely with various cross-functional teams at Freshworks

Establish and maintain a healthy relationship with partner teams, prospects and customers in various geographies

Own and meet assigned sales targets. Review partners’ monthly pipeline, do quarterly business reviews, weekly sync-ups and provide day-to-day support in order to achieve revenue goals

Collaborate with various internal functions like pre-sales, customer success, marketing and support to ensure seamless support for partners and partner customers

Assist partners with objection handling, providing necessary support and resources to achieve closure

Discover and implement new / market-specific lead generation exercises to working closely with marketing teams and reseller sales teams 

Ensure periodic partner team training and certification

Be the single point of contact for partners for all things Freshworks

Our Perfect Match

Experience in Channel Management (Managing Resellers, Alliances or System Integrators) in a tech (ideally SaaS) company

Willingness to work in a hyper-growth scenario, ready to deal with ambiguity and willing to be very hands-on

Established interpersonal skills, strong strategy development, program management, and relationship management skills and be capable of influencing across multiple groups and/or organizations

Proven track record in establishing credibility with key decision-makers through demonstrating strong interpersonal communication skills, and in-depth knowledge of partner business needs, and solving their business problem

Willingness to travel frequently for face to face meetings, events and other such occasions as per business need

Fluency in English and German. Fluency in Polish and other EU languages is a plus. 

These are some benefits you can expect from us in return:

Great opportunity to build the European presence of a fast-paced global growth startup from scratch

Flexible career development path within an international environment

A fun startup work environment in the middle of Berlin

Work closely with inspiring, encouraging and interesting colleagues in an international team within a flat organizational hierarchy

Weekly yoga classes (offered virtually in the current time) and gym membership contribution

Educational reimbursement of 65% including learning a new language

Team gatherings and company parties!

About Freshworks:

Freshworks provides innovative customer engagement software for businesses of all sizes, making it easy for teams to acquire, close, and keep their customers for life. Freshworks Software-as-a-Service (SaaS) products provide a 360-degree view of the customer, are ready to go, easy to use, and offer quick return on investment. Headquartered in San Mateo, USA, Freshworks 2,000+ team members work in offices throughout the world. Freshworks has global offices in India, Singapore, Australia, UK, Netherlands, France and Germany.  The company counts over 220,000 businesses in its customer-for-life community around the world including Honda, Bridgestone, Hugo Boss, University of Pennsylvania, Toshiba, Sling TV, Sotheby’s and Cisco.

Freshworks’ suite of products that transform the way world-class organizations collaborate with customers and co-workers, include Freshdesk (Omni-channel customer support), Freshservice (IT Service Desk), Freshsales (Intuitive fully-integrated CRM), Freshmarketer (Marketing Automation Suite), Freshteam (HR Management System for growing teams), Freshchat (Modern messaging software) and Freshcaller (Cloud PBX system).