San Mateo, California, United States · On-site
$174k–$215k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: SI Recruitment, Partner Onboarding, Partner Enablement, Pipeline Management, Go-To-Market Strategy
Sydney, New South Wales, Australia · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: SaaS Sales, Enterprise Account Management, Pipeline Development, Forecasting, Solution Selling
Bengaluru, Karnataka, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Prospecting, Lead Generation, Cold Calling, Sales Pipeline Management, Customer Relationship Management
Chennai, Tamil Nadu, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: System Design, Backend Development, API Design, Data Structures & Algorithms, Object-Oriented Programming
Chennai, Tamil Nadu, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Production ML Engineering, MLOps, Distributed Pipeline Design, API Design, System Telemetry
Bengaluru, Karnataka, India · On-site
Company Description Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers a…
Skills: India Direct Tax, International Tax Compliance, Transfer Pricing, Tax Provisioning, Tax Audit Management
Chennai, Tamil Nadu, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Demand Generation, Digital Marketing Strategy, Paid Search, Paid Social, Google Ads
San Mateo, California, United States · On-site
$214k–$264k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Strategic Planning, Business Operations, Channel Management, Strategic Alliances, Executive Communication
San Mateo, California, United States · Hybrid
$115k–$150k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of "solutions" that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: eLearning Design, Technical Sales Enablement, Instructional Design, SaaS Architecture, Articulate 360
Boston, Massachusetts, United States · Hybrid
$110k–$142k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: eLearning Design, Technical Sales Enablement, Instructional Design, SaaS Architecture, Articulate 360
London, England, United Kingdom · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Strategic Planning, Stakeholder Mapping, Prospecting, Qualifying, Closing
San Mateo, California, United States · Hybrid
$207k–$256k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Pricing Strategy, Monetization, Financial Modeling, SaaS Economics, Product Strategy
Hyderabad, Telangana, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: New Business Acquisition, SaaS Sales, Consultative Selling, Negotiation, Account Planning
Bengaluru, Karnataka, India · On-site
Company Description Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers a…
Skills: Prospecting, Lead Generation, Cold Calling, Sales Pipeline Management, CRM Management
Bengaluru, Karnataka, India · On-site
Company Description Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers a…
Skills: Account Management, Enterprise Software Sales, Renewals, Upselling, Cross-selling
San Mateo, California, United States · On-site
$270k–$330k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Revenue Operations, Customer Success Operations, Professional Services Operations, Strategic Planning, Capacity Planning
San Mateo, California, United States · Hybrid
$192k–$238k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: AI Engineering, LLM Application Development, API Integration, Revenue Operations, Python
San Mateo, California, United States · Hybrid
$150k–$220k/yr
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Pre-sales Leadership, Solution Engineering, GTM Strategy, CRM, Customer Service Software
Bengaluru, Karnataka, India · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Platform Thinking, System Architecture, Cloud-Native Infrastructure, Multi-tenant Distributed Systems, People Management
Berlin, Germany · On-site
Company Description Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To hel…
Skills: Technical Product Demonstrations, Solution Architecture, Pre-Sales, ITSM, ITIL
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Own the full lifecycle of Systems Integrator (SI) business in North America, from prospecting and signing new partners to driving revenue. Develop joint go-to-market plans and manage partner-sourced pipelines to displace incumbent ITSM and CX platforms.
Requires over 7 years of experience in channel or alliance management within SaaS, with a proven track record of recruiting and activating SI partners. Strong familiarity with ITSM, EX, or CX categories and proficiency in Salesforce are essential.
Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.
Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.
This is a pivotal individual contributor role at the heart of Freshworks’ North America channel growth strategy. As SI Partner Manager, you will own the full lifecycle of our Systems Integrator business in North America — from prospecting and signing new SI partners through to driving active pipeline and revenue through those relationships.
The North America SI opportunity is significant. Freshworks is building a strategic motion to displace incumbent ITSM and CX platforms through SI-led delivery, and this role sits at the center of that effort. You will work closely with field sales, pre-sales, and marketing, as well as directly with SI practice leads, to build a partner ecosystem that generates meaningful, repeatable revenue.
The right person for this role combines a hunter’s instinct for identifying and signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how SIs operate, how they build practices, and how to get from first conversation to active GTM motion.
Identify, target, and sign SI partners (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ ITSM and CX growth priorities
Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence
Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding
Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model
Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions
Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams
Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources
Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership
Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities
Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms
Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required
Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
Contribute to the North America SI partner strategy, including partner selection criteria, tiering, and investment allocation
Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly
Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets
Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity
7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment
Demonstrable track record of recruiting and activating SI partners, not just managing existing relationships
Strong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisions
Experience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantage
Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments
Ability to build and maintain senior relationships within SI organisations — practice leads, alliance directors, and C-level stakeholders
Strong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting
Effective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motions
Prior experience at a vendor in a channel or alliance role targeting ServiceNow displacement or competing against legacy ITSM platforms
Existing network within North America SI community (Capgemini, CGI, Unisys, Computacenter, or equivalent)
Experience building net-new SI practices around a vendor platform from early stage
Familiarity with co-sell and marketplace dynamics as a complement to SI-led GTM
Background in solution or pre-sales that gives you credibility in technical and delivery conversations with SI partners
Hunter mentality: energised by finding and opening new relationships, not just managing the existing book
High commercial IQ — able to quickly assess partner fit, investment appetite, and revenue potential
Direct and confident communicator — able to influence without authority across both internal and partner organisations
Disciplined operator: tracks commitments, follows through, and manages a structured pipeline without prompting
Comfortable with ambiguity and early-stage programme building — this is a role that will shape the SI motion, not inherit a mature one
The annual base salary range for this position is $174,250 - $215,250. This role is also eligible for sales commissions.
Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level.
Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. Equity + ESPP, flexible PTO, flexible spending, commuter benefits, and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.
At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.
Freshworks Inc. (NASDAQ: FRSH) builds uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 74,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency.
Offices: 2950 S Delaware St, Suite 201, San Mateo, California 94403, US · SP Infocity, Block B, 1st Floor, 40, MGR Salai, Perungudi, Chennai, Tamil Nadu 600096, IN · 26 Hatton Garden, London, England EC1N 8BR, GB · 161 Castlereagh St, Level 28, Sydney, New South Wales 2000, AU · Neue Grünstraße 17, Hof 1, Haus 5, Berlin, Germany 10179, DE
Freshworks Inc. (NASDAQ: FRSH) builds uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 74,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency.
Offices: 2950 S Delaware St, Suite 201, San Mateo, California 94403, US · SP Infocity, Block B, 1st Floor, 40, MGR Salai, Perungudi, Chennai, Tamil Nadu 600096, IN · 26 Hatton Garden, London, England EC1N 8BR, GB · 161 Castlereagh St, Level 28, Sydney, New South Wales 2000, AU · Neue Grünstraße 17, Hof 1, Haus 5, Berlin, Germany 10179, DE
