SI Partner Manager - Germany

About Freshworks

Freshworks creates straightforward service software designed to improve how employees and customers are supported. Its AI-led, people-focused platform helps reduce friction, lower support costs, and speed up service delivery through easy-to-use customer experience and IT solutions. Thousands of businesses worldwide rely on Freshworks for employee experience and customer experience operations.

Role Overview

This is a high-impact individual contributor position central to Freshworks’ channel expansion in Germany. As the SI Partner Manager, you will manage the complete Systems Integrator lifecycle in the market — from identifying and securing new mid-market SI partners to generating active pipeline and revenue through those partnerships.

The German SI opportunity is strategic, with Freshworks aiming to replace established ITSM and CX platforms through SI-led delivery. You will collaborate closely with sales, pre-sales, and marketing teams, while also working directly with SI practice leaders, to build a partner network that produces predictable, scalable revenue.

The ideal candidate is both commercially driven and partner-savvy: someone who can uncover and sign the right SI relationships, then keep those partners aligned to shared plans, targets, and execution standards. You should understand how SIs are structured, how they develop practices, and how to move from an initial conversation to an active go-to-market motion.

SI Recruitment and Onboarding

• Source, approach, and secure mid-tier SI partners such as Capgemini, CGI, and Unisys that fit Freshworks’ German ITSM and CX priorities.
• Develop and manage a prospect pipeline of SI partners using market analysis, former ServiceNow and incumbent-vendor networks, and competitive insights.
• Own the full partner recruitment journey, including outreach, business case creation, contract finalization, and onboarding.
• Create and roll out onboarding programs that help new partners become deal-ready quickly through product training, commercial setup, deal registration, and pre-sales support alignment.

Partner Enablement and Growth

• Strengthen SI capability across sales, pre-sales, and delivery so partners can independently position, scope, and close Freshworks-based solutions.
• Build joint go-to-market plans with each SI, including target industries, solution offerings, and co-sell engagement with Freshworks field teams.
• Encourage participation in enablement initiatives such as accreditation, demo certification, and deal-support resources.
• Serve as the main contact for SI practice leaders and alliance teams, maintaining connected relationships across sales, delivery, and leadership.

Pipeline and Revenue Ownership

• Manage both partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to advance and close opportunities generated through SI relationships.
• Establish joint pipeline goals and revenue commitments with partners and review performance through structured QBRs and business planning cycles.
• Co-sell on strategic opportunities, providing commercial, technical, and executive guidance as needed.
• Monitor and present SI pipeline status, opportunity velocity, and revenue impact in Salesforce with accurate forecasting discipline.

Strategy and Ecosystem Development

• Contribute to Germany SI partner strategy, including partner selection rules, tiering approaches, and investment priorities.
• Prioritize SI firms with existing ServiceNow or legacy ITSM practices and create targeted engagement plans to support displacement opportunities.
• Work with marketing, product, and pre-sales teams to create SI-specific content, solution briefs, and campaign materials.
• Provide channel leadership with market intelligence, including partner feedback, competitor partner initiatives, and untapped market opportunities.

Qualifications

You should bring substantial channel or alliances experience in SaaS or enterprise software, along with a proven history of recruiting and activating SI partners rather than only managing existing accounts. A strong understanding of mid-tier SI operating models is essential, including practice structures, financial drivers, delivery approaches, and investment decision-making.

Experience in or near ITSM, EX, or CX is important, and familiarity with the ServiceNow ecosystem is a strong plus. You must be commercially rigorous, comfortable building joint plans, setting targets, and holding partners accountable. Senior stakeholder management skills are needed to work effectively with practice heads, alliance leaders, and executive contacts.

You should also be proficient in Salesforce or a similar CRM, able to collaborate across sales, pre-sales, and marketing, and bring native-level German fluency. Experience with ServiceNow displacement, legacy ITSM competition, marketplace motions, co-sell models, or solution/pre-sales work is preferred.

Personal Profile

The role suits someone with a hunter mindset, strong commercial judgment, and a direct communication style. You should be confident influencing across organizations, disciplined in tracking commitments, and comfortable building structure in an early-stage program. This position will help shape the SI motion in Germany rather than inherit an already mature framework.

Additional Information

The role is based in Berlin and follows a hybrid setup with three office days per week, though it can also be performed remotely from anywhere in Germany.

Freshworks is committed to equal opportunity and building an inclusive workplace across background, gender, race, sexual orientation, religion, and ethnicity. The company emphasizes a diverse environment that supports employees, communities, and business growth.

Visa sponsorship is not available for this position. Applicants must already have the legal right to work in Germany and be able to provide proof before employment begins.

Freshworks reiterates its commitment to an inclusive and vibrant workplace where people can find purpose, potential, and passion regardless of background or identity.