Partner Manager, North America

Freshworks

SI Partner Manager overseeing channel growth strategy and partner recruitment efforts at Freshworks. Responsible for building partnerships and driving revenue through Systems Integrator business in North America.

Posted 6/16/2026full-timeRemote • San Mateo • California • 🇸🇮 SloveniaSeniorLead💰 $174,250 - $215,250 per yearWebsite

Tech Stack

Tools & technologies

ITSMServiceNow

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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

Benefits

Comp & perks

Health insurance
Equity + ESPP
Flexible PTO
Flexible spending
Commuter benefits
Wellness benefits
Adoption and parental leave benefits

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner recruitmentbusiness case developmentpipeline managementgo-to-market planningdeal registrationcommercial termspre-sales supportrevenue forecastingcompetitive intelligencechannel strategy

Soft Skills

relationship managementcross-functional collaborationcommunicationaccountabilitystrategic thinkingnegotiationleadershipproblem-solvinginfluencingorganizational skills