Freshworks
SaaS
SIPartnerManager-Germany
Neural analysis suggests this role is
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“SI Partner Manager - Germany at Freshworks. Skills: SI Partner Management, Channel Growth Strategy, Pipeline Management, Partner Recruitment, Go-to-Market Strategy. Own the full lifecycle of the Systems Integrator business in Germany — from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships. Build and maintain a partner ecosystem that generates meaningful, repeatable revenue. Identify, target, and sign mid-tier SI partners ”
What You'll Achieve.
Drive active pipeline and revenue through SI relationships. Build a partner ecosystem that generates meaningful, repeatable revenue. Bring new SIs to first-deal-ready status quickly. Ensure partners can self-sufficiently position, scope, and close Freshworks-based solutions. Drive participation in Freshworks enablement programmes. Progress and close SI-originated opportunities. Set and hold partners to joint pipeline targets and revenue commitments. Contribute to the DE SI partner strategy. Develop engagement plans for priority displacement targets.
Industry & Context.
lead generation; pipeline forecasting; territory management
Must possess the valid right to work in Germany at the time of application and be able to provide evidence of this right prior to commencement of employment. Freshworks is unable to provide visa sponsorship for this role.
What They're Looking For.
Must Have
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. 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. 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. Pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecasting. Effective at working cross-functionally. Native-level fluency in German is a must.
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 DE mid-tier 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.
What You'll Do.
Own the full lifecycle of the Systems Integrator business in Germany — from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.
Build and maintain a partner ecosystem that generates meaningful, repeatable revenue.
Identify, target, and sign mid-tier SI partners aligned to Freshworks’ DE ITSM and CX growth priorities.
Lead the end-to-end partner recruitment process.
Design and execute structured onboarding programmes.
Build and maintain SI partner capability across sales, pre-sales, and delivery.
Develop joint go-to-market plans with each SI partner.
Drive participation in Freshworks enablement programmes.
Act as the primary relationship owner into SI practice leads and partner alliances teams.
Own and actively manage a partner-sourced and partner-influenced pipeline.
Set and hold partners to joint pipeline targets and revenue commitments.
Co-sell alongside SI partners on key opportunities.
Track and report on SI pipeline health, deal velocity, and revenue contribution.
Contribute to the DE SI partner strategy.
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.
How You'll Work.
Team & Collaboration
Work closely with field sales, pre-sales, and marketing. Comfortable aligning field sales, pre-sales, and marketing behind partner-led motions.
Communication Scope
executive presentations; proposal writing
Full Job 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 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. There’s another option. Freshworks. With a fresh vision for how the world works. 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. Fresh vision. Real impact. Come build it with us. This is a pivotal individual contributor role at the heart of Freshworks’ German channel growth strategy. As SI Partner Manager, you will own the full lifecycle of our Systems Integrator business in Germany — from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships. The German 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 centre 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 commi
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