ISV & SI Alliance Partner (m/f)

Full-time/Berlin

We are looking for a Manager to focus on identifying, securing, onboarding and nurturing alliances with Independent Software Vendors (ISVs), Service aggregators (contact center outsourcing etc.) and System Integrators (SIs).

The ISV & SI Alliance Manager (ISAM) role is key to Freshworks’ strategy to strengthen the regional presence, drive network effects and increase relevance to the regional customer base. The goal is to drive recruitment, enablement and business growth based on alliance partners strengths and priorities. The ISAM will work between Freshworks and the Partner organization to ensure business and technical goals are aligned to partner offerings. The role will need to develop required partner relationships, create a robust engagement cadence and drive outcomes that brings in marketing qualified leads to help the Freshworks sales organization.

The seniority of the role evidences Freshworks’ deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with ISV and SI partner leadership. The ISAM represents Freshworks to the ISV and SI partners, communicates our strategy, sells our vision and influence partners to work together to bring best of breed Freshworks solutions to their customer base.

You will join a nimble team and play a pivotal role in driving Freshworks growth in the European region by building these value-add and symbiotic relationships with established players in the region.


Your Role and Responsibilities:
-Lead partner recruitment: Identify existing and new partners to create a balanced portfolio aligned to business requirements. Ensure partner’s investment of time and effort to ensure robust engagement and adherence to plan

-Ensure partner enablement: Be the trusted advisor to the ISV and SI Partner at multiple levels within the organization as they develop and launch initiatives to co-sell. Secure and coordinate resources and programs to enable partner to build and launch new initiatives. Identify and support the execution MQL generation

-Drive business growth: Accountable for MQL growth with every partner engagement. Drive business performance measured by number of partners, level of engagement and ultimately number of MQLs

-Manage all aspects of partnerships, including owning partner relations, ensuring partner success, exploring new partnership opportunities and executing marketing and sales campaigns

-Collaborate with cross-functional teams to structure and implement business initiatives, develop work plans, lead analysis, and develop and communicate final recommendations

-Negotiate agreements and work with the Freshworks legal team to close agreements with new partners

-Develop business, marketing plans and growth strategies with partners, lead cross-functional execution against defined milestones and metrics

-Analyze/report on partner performance

-Work closely with Freshworks’ sales, marketing and product teams to define priorities and roadmap

-Represent partners internally and Freshworks externally at senior levels

Our Perfect Match:

-5-10 years of work experience

-Bachelor’s degree from a top-tier university (strong academic performance); MBA a plus

-Track record of developing and managing relationships with ISVs and SIs

-Experience working at different levels of partner organizations (from C-level / SVP-level executives to engineering/IT teams)

-Work experience in internet, software, SaaS, mobile industries

-Digital transformation type business development experience

-Track record of delivering world-class products or partnerships

-Ability to think strategically and manage complex projects and partnerships

-Detail-oriented with strong project management and organizational skills, but comfortable with ambiguity and adept at solving problems creatively

-Passion for technology and for pushing new concepts, products and services

-Global mindset, flexible work style and comfort with ambiguity

-Strong bias toward collaboration and ability to work effectively in a cross functional & dispersed team

-Positive attitude, self-starter, and high emotional intelligence (EQ)

-Excellent interpersonal skills and ability to drive consensus with internal and external stakeholders

-Comfortable in fast-paced, global team

-Willingness to travel in the region and outside (overall 50% travel expected)

These are some benefits you can expect from us in return:
-Great opportunity to build the European presence of a fast-paced global growth startup from scratch

-Flexible career development path within an international environment

-A fun startup work environment in the middle of Berlin

-Work closely with inspiring, supportive and interesting colleagues in an international team within a flat organizational hierarchy

-Fully stocked pantry with healthy fruits, snacks, gourmet coffee, and breakfast options

-Weekly family lunch and quarterly team building events

-Partial financial assistance for German language courses

-Weekly yoga class and gym membership contribution

-Educational reimbursement of up to 65%

-Team gatherings and company parties!

Sounds interesting?
Then please apply here via our website and share your salary expectations as well as the earliest date you can join us. Please also feel free to visit our website to find out about other job postings.