About this role
About this role:
This is a pivotal individual contributor role at the heart of Freshworks’ UK channel growth strategy. As SI Partner Manager, you will own the full lifecycle of our Systems Integrator business in the UK — from prospecting and signing new mid-tier SI partners through to driving active pipeline and revenue through those relationships.
The UK SI opportunity is significant. Freshworks is building a strategic motion to displace incumbent ITSM and CX platforms through SI-led delivery, and this role sits at the centre of that effort. You will work closely with field sales, pre-sales, and marketing, as well as directly with SI practice leads, to build a partner ecosystem that generates meaningful, repeatable revenue.
The right person for this role combines a hunter’s instinct for identifying and signing the right partners with the commercial discipline to hold those partners accountable to joint business plans and pipeline commitments. You know how SIs operate, how they build practices, and how to get from first conversation to active GTM motion.
Responsibilities:
SI Recruitment & Onboarding
Identify, target, and sign mid-tier SI partners (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ UK ITSM and CX growth prioritiesBuild and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligenceLead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboardingDesign and execute structured onboarding programmes that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support modelPartner Enablement & Acceleration
Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutionsDevelop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teamsDrive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resourcesAct as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadershipPipeline & Revenue
Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunitiesSet and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythmsCo-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as requiredTrack and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecastingStrategy & Ecosystem Development
Contribute to the UK SI partner strategy, including partner selection criteria, tiering, and investment allocationIdentify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordinglyWork cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assetsFeed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity Required
7+ years’ experience in channel, alliances, or partner management within a SaaS or enterprise software environmentDemonstrable track record of recruiting and activating SI partners, not just managing existing relationshipsStrong understanding of how mid-tier SIs operate: practice structures, P&L dynamics, delivery models, and how they make partner investment decisionsExperience working in or adjacent to ITSM, EX, or CX categories — familiarity with the ServiceNow ecosystem is a strong advantageCommercially rigorous: comfortable building joint business plans, setting pipeline targets, and holding partners accountable to commitmentsAbility to build and maintain senior relationships within SI organisations — practice leads, alliance directors, and C-level stakeholdersStrong pipeline management discipline — fluent in Salesforce or equivalent CRM for partner opportunity tracking and forecastingEffective at working cross-functionally: comfortable aligning field sales, pre-sales, and marketing behind partner-led motionsPreferred
Prior experience at a vendor in a channel or alliance role targeting ServiceNow displacement or competing against legacy ITSM platformsExisting network within UK mid-tier SI community (Capgemini, CGI, Unisys, Computacenter, or equivalent)Experience building net-new SI practices around a vendor platform from early stageFamiliarity with co-sell and marketplace dynamics as a complement to SI-led GTMBackground in solution or pre-sales that gives you credibility in technical and delivery conversations with SI partnersPersonal Attributes
Hunter mentality: energised by finding and opening new relationships, not just managing the existing bookHigh commercial IQ — able to quickly assess partner fit, investment appetite, and revenue potentialDirect and confident communicator — able to influence without authority across both internal and partner organisationsDisciplined operator: tracks commitments, follows through, and manages a structured pipeline without promptingComfortable with ambiguity and early-stage programme building — this is a role that will shape the SI motion, not inherit a mature one 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 and 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, communities and the business.
Please note that for this specific role, Freshworks is unable to provide visa sponsorship. All candidates must possess the valid right to work in the UK at the time of application and be able to provide evidence of this right prior to commencement of employment.
At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.