Freshworks
SI Partner Manager, North America
San Mateo, CA, United States
Sponsorship not specified$174k-$215kDetected 37 days ago
SalesforceCRMPipeline ManagementForecastingLeadership
About the role
- Company Description Organizations everywhere struggle under the crushing costs and complexities of "solutions" that promise to simplify their lives.
- Software is a choice that can make or break a business.
- Business software has become a blocker instead of ways to get work done.
Responsibilities
- 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
- Partner Enablement & Acceleration
- 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
Requirements
- 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
Nice to have
- 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)
- Familiarity with co-sell and marketplace dynamics as a complement to SI-led GTM
- Personal Attributes
Skills
- Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level.
Compensation
- The annual base salary range for this position is $174,250 - $215,250.
Benefits
- With a fresh vision for how the world works.
- Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting
Company info
- 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.
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This listing is sourced directly from Freshworks's careers page and normalized into a canonical job model.