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# Senior GSI Partnership Programme Manager (Enterprise Technology Partnerships)
Company Description
Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives—yet bring weak experiences for customers and employees. Software can either propel or throttle business growth. Traditionally, enterprise software has added friction rather than streamlined operations.
There’s another way: Freshworks—driven by a fresh vision for how the world of work should function.
Freshworks builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, reducing complexity, lowering cost-to-serve, and enabling faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. We power the Employee Experience (EX) and Customer Experience (CX) operations of 75,000+ companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music.
Fresh vision. Real impact. Come build it with us.
Job Description
Role Overview
As a Senior individual contributor, you will build and scale Freshworks’ GSI partnership programme for Germany, France, and Italy-based global SIs (System Integrators). This is a foundation role—the programme does not yet exist at scale, and it is your responsibility to establish it:
- ** Mission**: Own the strategy for partnering with leading SIs to co-sell Freshworks’ ITSM, ITAM, CX, and ESM solutions.
- ** Prediction**: Construct a greased pipeline and revenue-generating partnership with named SIs across EMEA and India.
Responsibilities
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Own the GSI partnership strategy for:
- TCS
- Wipro
- Infosys
- Tech Mahindra
- HCL
- Capgemini India
- LTIMindtree
-
Define and execute aligned joint Go-To-Market (GTM) plans for Freshworks’ product lines:
- ITSM (IT Service Management)
- ITAM (IT Asset Management)
- CX (Customer Experience)
- ESM (Employee Service Management)
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Develop GSI solution plays, co-sell motions, enablement programmes, and certification frameworks.
-
Risk-to-firsthand drive partner-sourced and partner-influenced annual recurring revenue (ARR) pipeline across geographies:
- EMEA, APAC, India
-
Negotiate commercial frameworks, including:
- Resale terms
- Referral economics
- Services attach rates (e.g., Add-on services bundling)
-
Establish executive-level relationships at C-suite and VP level within each named account.
-
Represent Freshworks at:
- GSI partner summits
- Quarterly Business Reviews (QBRs)
- Joint customer events
-
Collaborate cross-functionally to align GSI plays with broader enterprise sales pipeline, engaging:
- Sales
- Pre-Sales
- Product
- Marketing
-
Report to regional leadership on programme performance including:
- Pipeline metrics
- Revenue recognition
- Certification progression
- Team growth (headcount)
Qualifications
Requirements
- 12+ years in enterprise technology partnerships with a minimum of 5 years in GSI / SI Alliance leadership.
- Direct accountability experience with 2+ of the following named SIs:
- TCS
- Wipro
- Infosys
- Tech Mahindra
- HCL
- LTIMindtree
- Proven track record in building GSI partnership programmes from low-maturity scenarios to measurable revenue contribution.
- In-depth understanding of IM, ITAM, or CX SaaS solutions and how GSIs leverage them in their customer engagements.
- Experience structuring and negotiating joint business development plans (JBDPs), MoUs, and commercial partner agreements.
- Ability to represent Freshworks at executive-level engagements internally and with partners (C-level, VP discussions).
- Strong commercial acumen, including:
- Partner economics modelling
- Margin structure analysis
- Attaching services to mid-market and enterprise deals
- Experience recruiting, managing, or influencing distributed teams across geographies.
- Familiarity with the competitive landscape, including:
- ServiceNow
- ManageEngine
- Salesforce
- Zendesk
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Additional Requirements
- Based in London for 40% of work with willingness to travel internationally for critical engagements.
What Success Looks Like in Year One
-
Chartered GSI partnership agreements signed with at least three named partners.
-
Joint GTM plans enabled for measurable pipeline generation per partner.
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Established Freshworks practice capability within two GSIs (
- Certified practitioners available
- Solution plays live and operational
- Co-sell motions implemented for mutual revenue contribution.
-
Closed first partner-influenced enterprise deals in:
- ITSM or Customer Experience (CX).
-
GSI Partner Development (PDM) team structure defined, with key hire in place.
About Us: Culture & Inclusion
At Freshworks, our vision is for each colleague to find their unique potential, purpose, and passion—no matter their background, gender, sexual orientation, religion, or ethnicity. We are committed to equal opportunity and a diverse workforce, believing diversity drives creativity, innovation, and a stronger business.
Diversity isn’t a checkbox; it’s what makes Freshworks more vibrant, richer, and better. Help us redefine the future of workplace experiences. Fresh vision. Real impact. Come build it with us.
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