Lead - Channel Sales

VAR Recruitment & Onboarding

• Identify, target, and sign mid-market VARs aligned to Freshworks' Singapore & APAC ITSM, ITAM, and CX growth priorities

• Build and maintain a pipeline of prospective resellers, drawing on market mapping, distribution networks, competitor partner rosters, and ex-incumbent relationships

• Lead the end-to-end recruitment process — from initial outreach and business case development through to contract execution and onboarding

• Design and execute structured onboarding that brings new VARs to first-deal-ready status inside 90 days: product knowledge, resale terms and margin structure, deal registration, quoting, pre-sales support model

Partner Enablement & Acceleration

• Build VAR capability across sales and pre-sales so partners can position, scope, quote, and close Freshworks solutions without vendor dependency

• Develop joint go-to-market plans with each 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 VAR sales leadership and seller communities, building multi-threaded engagement across sales, marketing, and ownership

• Deploy MDF and campaign investment against agreed pipeline outcomes, not activity

Pipeline & Revenue

• Own and actively manage a partner-sourced and partner-influenced pipeline, working with field AEs to progress and close VAR-originated opportunities

• Set and hold partners to joint pipeline targets, resale revenue commitments, and expansion targets in the installed base through structured QBR and business planning rhythms

• Drive deal progression through CRM monitoring — not reactive deal registration

• Co-sell alongside partners on key opportunities, providing commercial, technical, and executive support as required

• Track and report on VAR pipeline health, conversion velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting

Strategy & Ecosystem Development

• Contribute to the SG & APAC VAR strategy, including partner selection criteria, tiering, margin design, and investment allocation

• Identify resellers with existing ServiceNow, ManageEngine, or legacy ITSM books as priority displacement targets and develop engagement plans accordingly

• Work cross-functionally with marketing, product, and pre-sales to develop reseller-specific content, campaign assets, and quoting tools

• Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor margin structures, and whitespace opportunity

Function: Other
Experience Level: Mid-Senior Level