Freshworks
GSI Partnerships Director
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GSI Partnerships Director
Senior GSI Partnership Programme Lead – Global System Integrators
Victoria Choppy-Black, Director of Enterprise Partnerships
Company Description
As the world’s leading software is reshaping AC, it isn’t about speed or efficiency—it’s about navigating revenue help and solving real customer pain points.
At Freshworks, we change this. Leaving behind the complexity and cost of widely sold solutions. We redefine business software to create the most human and effortless employee and customer experiences.
- Our vision: Simple software built for real outcomes
- Our impact: Reducing friction, lowering costs, and driving growth
- Our products: Enterprise-grade yet intuitive CX and IT solutions
With fresh software for a fresh world, 75,000+ companies—including Bridgestone, New Balance, S&P Global, and Sony Music—trust Freshworks to power Employee Experience (EX) and Customer Experience (CX).
FRESH VISION. REAL IMPACT. Come build it with us.
Job Description
Role Overview
Seeking a seasoned Senior Individual Contributor to build and scale Freshworks’ GSI partnership programme across major India-headquartered global System Integrators (SIs). This is a build-from-seratch role.
Key focus:
- Establish a scalable foundation for GSIs, currently non-existent
- Lead end-to-end initiative for global SIs, driving commercial, strategic, and technical alignment
Responsibilities
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Strategic & Account Management
- Own GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtree
- Define and execute joint go-to-market (GTM) plans, aligning to Freshworks ITSM, ITAM, CX, and ESM—product lines
- Build GSI practice frameworks, including enablement, certification programmes, solution plays, and co-sell motions
- Drive partner-sourced and influenced Annual Recurring Revenue (ARR) pipelines across EMEA, APAC, and India
Commercial & Relationship Development
- Negotiate commercial frameworks, including resale, referral, and services-attached economics
- Establish exec-level (VP/C-suite) relationships with all named GSI partners
- Represent Freshworks at GSI Partner Summits, Quarterly Business Reviews (QBRs), and co-hosted customer engagements
Cross-functional Collaboration
- Work closely with Sales, Pre-Sales, Product, and Marketing to align GSI-led enterprise plays
- Report programme performance analytics (pipeline, revenue, certifications/COE metrics, hiring headcount) to regional leadership
Requirements
Experience & Expertise ✔ 12+ years in enterprise technology partnerships, with at least 5 years in GSI/SI alliance leadership ✔ Direct & named account experience with 2+ of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree ✔ Track record of developing GSI partnerships from infancy to revenue-generating maturity ✔ Deep technical expertise in ITSM, ITAM, or CX (SaaS) solutions, including GSI service positioning ✔ Experience structuring & negotiating joint business plans, Memoranda of Understanding (MoUs), and commercial partner agreements
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Leadership & Analytics ✔ Ability to engage at an operational CXO level, internally and externally ✔ Strong commercial acumen—modeling partner economics, margins, and services attachment rates ✔ Proven ability to manage geographically dispersed teams
Market Knowledge ✔ Familiarity with competitors: ServiceNow, ManageEngine, Salesforce, Zendesk
Location & Requirements
- Based in London, with international travel requirements
Success Outcomes (Year 1)
📌 GSI programme charter finalised with at least three named partners ☑ Active joint GTM plans with measurable ARR targets 🏛 Practice capabilities established in two GSIs (e.g., certified practitioners, live solution plays) 💰 First partner-influenced enterprise deals closed (ITSM or CX) ➢ Partner Development Manager (PDM) team structure defined, with first hire in place
About Freshworks
We believe growth happens when you empower people. Join us in reshaping software, fostering diversity, and building innovative CX/IT solutions.
"Fresh vision. Real impact. Come build tomorrow with us."
🚀 Freshworks
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