Freshworks
Technology
SeniorDirectorStrategicAlliances
“Senior Director - Strategic Alliances at Freshworks. Skills: Partner revenue growth, Channel sales, Ecosystem development. Drive global channel sales performance. Deliver partner-sourced revenue targets”
What You'll Achieve.
Deliver revenue targets; Achieve channel growth; Increase pipeline contribution; Increase bookings contribution; Acquire enterprise customers; Establish predictable revenue streams; Achieve scalable growth motions; Maximize partner productivity; Maximize market reach; Meet growth commitments; Improve win rates; Improve deal velocity; Improve market penetration; Support strategic opportunities; Improve partner readiness; Ensure partner profitability; Deliver frictionless partner experience; Influence business strategies; Integrate partners into GTM; Develop high-performing team; Build organizational capability; Measure partner effectiveness; Measure partner ROI
Industry & Context.
What They're Looking For.
Must Have
18–25 years enterprise software experience, 10+ years channel sales leadership, Experience within Customer Experience software, Demonstrated success driving partner-led revenue growth $50M–$150M+, Proven experience building global partner ecosystems, Understanding of enterprise sales motions, Understanding of partner economics, Understanding of SaaS business models
Nice to Have
Experience across North America, EMEA, APAC
What You'll Do.
Drive global channel sales performance
Deliver partner-sourced revenue targets
Deliver partner-influenced revenue targets
Deliver co-sell revenue targets
Develop annual channel growth plans
Develop multi-year channel growth plans
Drive channel contribution to pipeline
Drive channel contribution to bookings
Drive enterprise customer acquisition
Establish predictable partner revenue streams
Establish scalable growth motions
Develop high-performing partner network
Expand high-performing partner network
Recruit channel partners
Activate channel partners
Scale channel partners
Build partner segmentation models
Build partner coverage models
Build partner engagement models
Create joint business plans
Drive accountability against growth commitments
Build repeatable partner-assisted sales motions
Embed partners into strategic opportunities
Embed partners into enterprise accounts
Drive joint pipeline creation
Drive joint account planning
Drive market development initiatives
Improve deal velocity
Improve market penetration
Support strategic opportunities
Establish scalable onboarding programs
Establish scalable enablement programs
Establish scalable certification programs
Improve partner readiness across sales
Improve partner readiness across pre-sales
Improve partner readiness across implementation
Improve partner readiness across customer success
Define partner success metrics
Define partner performance frameworks
Ensure partners have clear value propositions
Ensure partners have growth opportunities
Ensure partners have paths to profitability
Deliver frictionless partner experience
Partner with Sales leadership on territory planning
Partner with Sales leadership on account coverage
Partner with Sales leadership on pipeline generation
Partner with Sales leadership on forecasting
Collaborate with Marketing on demand generation
Work with Product teams
Work with Solutions Engineering teams
Work with Customer Success teams
Influence regional business strategies
Drive alignment across stakeholders
Lead global channel sales team
Develop global channel sales team
Establish rigorous operating cadences
Develop future leaders
Build organizational capability
Implement metrics to measure partner effectiveness
Implement dashboards to measure partner effectiveness
Implement governance frameworks to measure partner effectiveness
Implement metrics to measure partner ROI
Implement dashboards to measure partner ROI
Implement governance frameworks to measure partner ROI
How You'll Work.
Team & Collaboration
Regional sales leaders; Sales leadership; Marketing; Product teams; Solutions Engineering; Customer Success teams; Cross-functional stakeholders
Communication Scope
Executive presentations; Stakeholder management
Process & Methodology
Business planning, Forecasting, Pipeline management
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