Vice President, Global Channels & Alliances (Remote)

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As the VP of Global Channels & Alliances at Freshworks, you will be responsible for building relationships with consultancies, systems integrations, ISVs and other types of partners that will allow Freshworks to scale more efficiently and improve our customer success.   You will manage and grow a globally distributed team which is responsible for recruiting and managing the partners. Your organization will work closely with direct sales, product, marketing, and finance.  Partnerships are critical to Freshworks' current and future success.  We are looking for the right individual who can continue to drive partner success, improving Freshworks' reach into new and existing markets, giving us access to more customers, and increasing the probabilities that customers will be successful in their use of our products.

 

Role and Responsibilities:

    • Develop and execute Freshworks’ global partner strategy in alignment with Freshworks’ business objectives
    • Hire and lead a high-performing team of partner managers around the globe. Cultivate a team culture that includes high ownership, customer-first focus, fast-paced, high integrity, and an optimistic and positive environment
    • Evolve the partner programs and structures as both Freshworks and the partner programs grow to ensure that they are generating the right outcomes for Freshworks and our customers.
    • Cultivate executive relationships with partners, optimize partner performance through business reviews, identify additional business opportunities to expand revenue, and deploy a joint sales and/or marketing approach with Freshworks’ top partners and Freshworks’ sales team
    • Serve as an advocate for the global partners and identify areas for growth via partnerships
    • Identify and develop of programs, resources, and capabilities across internal teams to achieve partner goals
    • Work with marketing and sales on the execution of partner events, sales engagement, building playbooks, and collateral to enable partners to sell into customers effectively
    • Finalize operational and contracting details with prospective partners through collaboration with Legal and Finance teams
    • Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

 

Skills and Experience:

    • 15+ years of building and leading high performing partner, sales and/or business development teams in a high growth technology environment
    • Successful track record of developing and growing strategic partnerships at the executive level as well as high volume partnerships
    • Deep understanding how to construct and manage consulting, reseller, ISV, and marketplace partner programs
    • Professional and technical knowledge, as well as an extensive understanding of industry trends and the key players in the competitive landscape
    • Strong leadership experience, including building out teams and creating high-performance, positive team cultures
    • Strong written and verbal communication skills, with deep experience presenting to senior management. Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome
    • Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
    • Experience working within a high-growth, technology company with the ability to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly
    • Highly organized, multi-tasking skills, take ownership and be efficient in ambiguous situations
    • Willingness to travel (once it is safe to do so in the future)
    • Bachelor’s Degree

Culture Fit and Impact:

  • Strong Match with Freshworks Culture: https://www.freshworks.com/company/careers/
  • Integrity and Ethics: Be honest, have integrity, intensity and passion – necessary to blend with the rest of the executive management team
  • Passion: An enthusiastic, high-energy and motivating leader with a sales mindset who is visibly passionate and is capable of inspiring a fast growing and highly ambitious organization
  • Results Oriented: A strong focus on execution. This individual must be strategic and creative - but strong execution and transformation capabilities are critical for success. Success will be judged on what is accomplished and delivered, not what is proposed
  • Collaboration: Highly entrepreneurial, with a high level of energy, dedication, and a persevering drive to succeed and win. Not afraid to work side by side with the his/her team

 

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose and passion, irrespective of their background, gender, race, sexual orientation, religion or ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, our communities and our business.

 

Freshworks provides intelligent customer engagement software for businesses of all sizes, making it easy for teams to acquire, close, and support their customers for life. Freshworks products help business support employees so they can better serve their customers. Our products are ready to go, easy to use, and offer a quick return on investment.

 

Freshworks’ suite of products transform the way world class organizations collaborate with customers and co-workers, includes Freshdesk (Omni-channel customer support), Freshservice (IT Service Desk), Freshsales CRM (Intuitive fully-integrated CRM and marketing automation), Freshteam (HR Management System for growing teams), Freshchat (Modern messaging software) and Freshcaller (Cloud PBX system).

 

More than 50,000 businesses, including Discover, Honda, Hugo Boss, Klarna, Manchester United, Puma, Sotheby’s, and TaylorMade, trust Freshworks to increase their customer’s lifetime value. In addition, Freshworks has received numerous accolades, ranking #16 on the prestigious Forbes’ Cloud 100 and #22 on the Battery Ventures/Glassdoor Best Places to Work list. 

 

Headquartered in San Mateo, California, Freshworks has a dedicated global team operating from 13 offices to serve our customers throughout the world. Freshworks is backed by the world's leading investors including Accel, CapitalG, Sequoia Capital and Tiger Global Management. 

 
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Technology we use

  • Product
  • Sales & Marketing
    • ConfluenceManagement
    • JIRAManagement
    • FreshdeskManagement
    • FreshserviceManagement
    • Freshsales CRMManagement
    • FreshmarketerManagement
    • FreshchatManagement
    • FreshcallerManagement
    • FreshsuccessManagement
    • FreshteamManagement
    • FreshconnectManagement
    • FreshreleaseManagement
    • FreshpingManagement
    • FreshstatusManagement
    • Freshsales CRMCRM
    • FreshmarketerEmail
    • FreshmarketerLead Gen

Location

Freshworks' HQ is adjacent to the Hillsdale Caltrain station in San Mateo amidst a growing hub of tech companies.

An Insider's view of Freshworks

What’s the vibe like in the office?

One of the things I've loved most since starting at Freshworks is how much the team values company culture. Everyone in the office is working hard, celebrating successes, and all the while having a great time. Collaboration is also a big aspect of the sales team - everyone is quick to jump in to help!

Lauren

Enterprise Account Executive

What's the biggest problem your team is solving?

It is great being part of a team that is helping companies hit the refresh switch on business software. Freshworks is letting businesses know that their software doesn’t have to be clunky or expensive. Being able to help companies overcome these challenges is truly rewarding!

Tylor

Senior Enterprise Account Executive

What makes someone successful on your team?

You have to be a team player. We are all in each other's corners and the collaborative and interactive workspace is one that I have come to value greatly. You will be presented with ongoing opportunities to grow, learn, and step into leadership roles. The willingness to volunteer for these roles and step into new challenges is a valuable attribute.

Jenny

Solution Engineer

What is your vision for the company?

Freshworks provides innovative customer engagement software for businesses of all sizes, making it easy for teams to acquire, close and keep their customers for life. We provide refreshing software that your teams will love. All our products are ready to go, easy to use, and offer great value to any type of business.

Girish

Founder & CEO

How do you collaborate with other teams in the company?

As a distributed workforce I try to include visual elements throughout my collaboration process. By sharing the "why" and vision I can more easily collate critiques and ideas. I also keep internal notes on interactions in my Evernote; being organized helps me communicate directives in a more progressive manner.

Sam

Senior Solutions Engineer

What are Freshworks Perks + Benefits

Freshworks Benefits Overview

Freshworks provides a comprehensive benefits plan, including health insurance, vision, dental, retirement, and unlimited time off (among a lot of other cool things too!)

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Dedicated diversity and inclusion staff
Highly diverse management team
We have 3 women in our C-suite!
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
FW Women 360, LGBTQAI++
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Classpass and a fitness/reading stipend
Team workouts
Financial & Retirement
401(K)
The 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
Company equity
Employee stock purchase plan
Performance bonus
Freshworks has a lucrative sales commission program as well as a performance bonus for other functions, which are dependent on individual and company performance.
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited vacation policy
Paid volunteer time
Paid holidays
Office Perks
Commuter benefits
Freshworks offers pre-tax commuter benefits for all employees.
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours

Additional Perks + Benefits

Since working from home in mid March, we have added additional benefits to ensure our employees are fully supported, mentally and physically!
- One time WFH accessories stipend
- Monthly internet allowance
- Classpass membership offering
- 6-month long free DashPass subscription
- Reading & fitness stipend

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