About this role
Role Overview
Senior individual contributor responsible for building and scaling Freshworks' GSI partnership programme across India-headquartered global SIs. This is a build role; the foundation does not exist at scale. You will establish it.
Responsibilities
Own the GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtree
Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines
Build GSI practice development programmes — enablement, certification, solution plays, and co-sell motions
Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies
Negotiate commercial frameworks including resale, referral, and services attach economics
Establish exec-level relationships at VP and C-suite within each named GSI account
Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements
Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline
Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership.
Requirements
12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership
Direct, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree
Proven track record of building GSI programmes from low maturity to measurable revenue contribution
Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them
Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements
Ability to operate at CXO level internally and externally
Strong commercial acumen — able to model partner economics, margin structure, and services attach rates
Experience managing or influencing geographically distributed teams
Familiarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and Zendesk
Based in London, with willingness to travel internationally
What Success Looks Like in Year One
GSI programme charter signed with at least three named partners
Joint GTM plans active with measurable pipeline targets per partner
Freshworks practice capability established within two GSIs (certified practitioners, solution plays live)
First partner-influenced enterprise deals closed in ITSM or CX
GSI PDM team structure defined and first hire in place
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.