SI Partner Manager

This SI Partner Manager opportunity is built around maintaining a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence. It would suit someone who can bring hunter mentality: energised by finding and opening new relationships, not just managing the existing book to the role.

Where the work sits

Skills and requirements7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environment. Driving participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources.

How the role works day to day

Maintaining a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence. Leading 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 programmes that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support.

What helps in this setting

Hunter mentality: energised by finding and opening new relationships, not just managing the existing book.

What needs to be in place

• 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.
• Commercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitments.