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Systems Integrator (SI) Partner Manager – UK
Company Description
Organizations face overwhelming costs and complexities from solutions claiming to simplify their lives—costing more than they save. Freshworks offers a different vision.
Freshworks Inc. builds uncomplicated service software that delivers exceptional Employee Experience (EX) and Customer Experience (CX). Our people-first approach to AI cuts through friction, helping businesses reduce complexity, lower cost-to-serve, and deliver human-centric support through scalable yet easy-to-use enterprise-grade solutions.
Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their operations.
Fresh vision. Real impact. Come build it with us.
Job Description
About This Role
This individual contributor role sits at the core of Freshworks’ UK channel growth strategy as the SI Partner Manager. You will:
- Own the full lifecycle of the mid-tier Systems Integrator (SI) partner business in the UK.
- Drive prospecting, signings, and revenue generation through strategic partnerships.
- Lead partner enablement, pipeline management, and strategic ecosystem development.
The UK SI opportunity is critical. Freshworks is displacing incumbent ITSM and CX platforms through SI-led delivery, and this role is central to that strategy. Success depends on: ✔ Hunting for and signing the right mid-tier SIs (e.g., Capgemini, CGI, Unisys). ✔ Shaping a pipeline-driven ecosystem with clear commercial accountability. ✔ Collaborating closely with field sales, pre-sales, marketing, and SI partners.
You must combine: ◆ Profit-hunting instinct with precision in holding partners accountable. ◆ Insider knowledge of how mid-tier SIs build practices and invest in partners. ◆ Executive-level relationship management to drive monetisation.
Responsibilities
1. SI Recruitment & Onboarding
- Identify, target, and sign mid-tier SI partners aligned with Freshworks’ UK ITSM & CX growth priorities.
- Build and maintain a pipeline of prospects via market mapping, ServiceNow/ex-incumbent networks, and competitive insights.
- Lead the full recruitment process: outreach → business case development → contract execution → onboarding.
🔹 Key goal: Convert partners to "first-deal-ready" status by:
- Structured product knowledge training
- Commercial terms alignment
- Deal registration & pre-sales support models
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2. Partner Enablement & Acceleration
- Develop SI partnerships’ sales & delivery capabilities, ensuring they can self-sufficiency position, scope, and close Freshworks-based solutions.
- Co-create joint go-to-market (GTM) plans with each partner, including:
- Target verticals
- Solution plays
- Co-sell motions with Freshworks field teams
- Drive enablement programme participation, including:
- Accreditation & demo certification
- Deal support resources
- Primarily contact point for SI practice leads/alliances teams, fostering multi-thread engagement across sales, execution, and leadership.
3. Pipeline & Revenue
- Own & actively manage partner-sourced/relevant pipelines in collaboration with CAMs (Channel Account Managers) and Field AEs.
- Set pipelines, hold partners accountable, using structured QBRs (Quarterly Business Reviews) and business planning.
- Co-sell with SI partners on major deals, offering commercial, technical, and executive support.
- Track pipeline health, deal velocity, and revenue contributions (via Salesforce), ensuring accurate forecasting.
4. Strategy & Ecosystem Development
- Shape UK SI partner strategy, covering:
- Selection criteria & tiering
- Funding distribution
- Prioritise displacement targets (legacy ITSM/ServiceNow SIs) and design engagement plans.
- Work cross-functionally with marketing, product, and pre-sales to develop:
- SI-specific content & solution briefs
- Campaigns & campaign assets
- Feed competitive & market intelligence into channel leadership, including:
- Partner sentiment
- Competitor partner programmes
- Emerging whitespace opportunities
Qualifications
Required
- 7+ years in channel, alliances, or partner management in a SaaS or enterprise software company.
- Demonstrable track record in recruiting and activating SI partners (not just managing them).
- Deep understanding of mid-tier SI operations:
- Practice structures & P&L dynamics
- Delivery models & partner investment rationale.
- Experience in ITSM, EX, or CX sectors, ideally with ServiceNow ecosystem knowledge.
- Commercial discipline:
- Ability to build joint business plans and set pipeline targets.
- Comfort holding partners through QBRs to agreed commitments.
- Senior leader networking skills: ability to influence practice leads, alliance directors, and executives.
- Pipeline management rigor: proficient in Salesforce or similar CRMs.
- Cross-functional collaboration: aligns sales, pre-sales, and marketing efforts.
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Preferred
- Experience with ServiceNow displacement or legacy ITSM vendors.
- Network with UK mid-tier SIs (Capgemini, CGI, Unisys, Computacenter).
- Background in building net-new SI practices from inception.
- Practical knowledge of co-sell and marketplace models.
- Solution/pre-sales background for technical credibility with SIs.
- Fluency in Dutch or Nordic languages (advantage).
Personal Attributes
🔥 Hunter Mentality – Enthusiastic about launching new partnerships, not just maintaining existing relationships. 📊 High Commercial IQ – Rapidly assess partner fit, investment appetite, and revenue upside. 🗣️ Direct, influential communicator – Can persuade stakeholders across internal teams and external partners. 🏆 Disciplined operator – Follows commitments, tracks pipeline rigorously, with minimal prompting. 🚀 Comfort with ambiguity and early-stage build: Shaping the SI strategy, not inheriting it.
Additional Information
Diversity & Inclusion
At Freshworks, we strive to build a global workplace where everyone can thrive—regardless of background, gender, race, sexual orientation, religion, or ethnicity. We embrace diversity as it enriches growth for all.
For this role, Freshworks does not offer visa sponsorship. All candidates must prove they have the legal right to work in the UK.
Fresh vision. Real impact. Come build it with us.
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