ISV & SI Alliance Manager

Freshworks San Bruno , CA 94066

Posted 1 week ago

We are looking for an Alliances Manager focus on identifying, securing, onboarding and

nurturing partnerships with Independent Software Vendors (ISVs), Service

aggregators (contact center outsourcing etc.) and System Integrators (SIs).

The ISV & SI Alliance Manager role is key to Freshworks' strategy to strengthen the

regional presence, drive network effects and increase relevance to the regional

customer base.

The goal is to drive recruitment, enablement and business growth based on alliance

partners strengths and priorities. This role will work between Freshworks and the

Partner organization to ensure business and technical goals are aligned to partner

offerings. The role will need to develop required partner relationships, create a robust

engagement cadence and drive outcomes that brings in marketing qualified leads to

help the Freshworks sales organization.

The Alliances Manager represents Freshworks to the ISV and SI partners,

communicates our strategy, sells our vision and influence partners to work together to

bring best of breed Freshworks solutions to their customer base.

You will join a nimble team reporting to Alliances Director and play a pivotal role in

driving Freshworks growth in the US region by building these value-add and symbiotic

relationships with established players in the region.

Your Role and Responsibilities:

Lead partner recruitment: Identify existing and new partners to create a

balanced portfolio aligned to business requirements. Ensure partner's investment

of time and effort to ensure robust engagement and adherence to plan

Ensure partner enablement: Be the trusted advisor to the ISV and SI Partner at

multiple levels within the organization as they develop and launch initiatives to

co-sell. Secure and coordinate resources and programs to enable partner to build

and launch new initiatives. Identify and support the execution MQL generation

Drive business growth: Accountable for MQL growth with every partner

engagement. Drive business performance measured by number of partners, level

of engagement and ultimately number of MQLs

Manage all aspects of partnerships, including owning partner relations, ensuring

partner success, exploring new partnership opportunities and executing

marketing and sales campaigns

Collaborate with cross-functional teams to structure and implement business

initiatives, develop work plans, lead analysis, and develop and communicate final

recommendations

Negotiate agreements and work with the Freshworks legal team to close

agreements with new partners

Develop business, marketing plans and growth strategies with partners, lead

cross-functional execution against defined milestones and metrics

Analyze/report on partner performance

Work closely with Freshworks' sales, marketing and product teams to define

priorities and roadmap

Represent partners internally and Freshworks externally at senior levels

Our Perfect Match:
5-10 years of work experience

Bachelor's degree from a top-tier university (strong academic performance); MBA

a plus

Track record of developing and managing relationships with ISVs and SIs

Experience working at different levels of partner organizations (from C-level /

SVP-level executives to engineering/IT teams)

Work experience in internet, software, SaaS, mobile industries

Digital transformation type business development experience

Track record of delivering world-class products or partnerships

Ability to think strategically and manage complex projects and partnerships

Detail-oriented with strong project management and organizational skills, but

comfortable with ambiguity and adept at solving problems creatively

Passion for technology and for pushing new concepts, products and services

Global mindset, flexible work style and comfort with ambiguity

Strong bias toward collaboration and ability to work effectively in a cross

functional & dispersed team

Positive attitude, self-starter, and high emotional intelligence (EQ)

Excellent interpersonal skills and ability to drive consensus with internal and

external stakeholders

Comfortable in fast-paced, global team

These are some benefits you can expect from us in return:

Great opportunity to build the US presence of a fast-paced global growth startup

Flexible career development path within an international environment

Work closely with inspiring, supportive and interesting colleagues in an

international team within a flat organizational hierarchy

An experienced executive team of managers and experts

An excellent compensation package, including bonus and equity

Fully stocked pantry with healthy fruits, snacks, gourmet coffee, and breakfast

options

Submit Your Application

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VIEW JOBS 3/1/2019 12:00:00 AM 2019-05-30T00:00 We are looking for an Alliances Director focus on identifying, securing, onboarding and nurturing partnerships with Independent Software Vendors (ISVs), Service aggregators (contact center outsourcing etc.) and System Integrators (SIs). The ISV & SI Alliance Director role is key to Freshworks' strategy to strengthen the regional presence, drive network effects and increase relevance to the regional customer base. The goal is to drive recruitment, enablement and business growth based on alliance partners strengths and priorities. This role will work between Freshworks and the Partner organization to ensure business and technical goals are aligned to partner offerings. The role will need to develop required partner relationships, create a robust engagement cadence and drive outcomes that brings in marketing qualified leads to help the Freshworks sales organization. The seniority of the role evidences Freshworks' deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with ISV and SI partner leadership. The Alliances Director represents Freshworks to the ISV and SI partners, communicates our strategy, sells our vision and influence partners to work together to bring best of breed Freshworks solutions to their customer base. You will report to the global partner (Channels, Alliances and Marketplace ) head and will lead a team of Alliances managers play a pivotal role in driving Freshworks growth in the North America region by building these value-add and symbiotic relationships with established players in the region. Your Role and Responsibilities: ● Lead partner recruitment: Identify existing and new partners to create a balanced portfolio aligned to business requirements. Ensure partner's investment of time and effort to ensure robust engagement and adherence to plan ● Ensure partner enablement: Be the trusted advisor to the ISV and SI Partner at multiple levels within the organization as they develop and launch initiatives to co-sell. Secure and coordinate resources and programs to enable partner to build and launch new initiatives. Identify and support the execution MQL generation ● Drive business growth: Accountable for MQL growth with every partner engagement. Drive business performance measured by number of partners, level of engagement and ultimately number of MQLs ● Manage all aspects of partnerships, including owning partner relations, ensuring partner success, exploring new partnership opportunities and executing marketing and sales campaigns ● Collaborate with cross-functional teams to structure and implement business initiatives, develop work plans, lead analysis, and develop and communicate final recommendations ● Negotiate agreements and work with the Freshworks legal team to close agreements with new partners ● Develop business, marketing plans and growth strategies with partners, lead cross-functional execution against defined milestones and metrics ● Analyze/report on partner performance ● Work closely with Freshworks' sales, marketing and product teams to define priorities and roadmap ● Represent partners internally and Freshworks externally at senior levels Our Perfect Match: ● 10-15 years of work experience ● Bachelor's degree from a top-tier university (strong academic performance); MBA a plus ● Track record of developing and managing relationships with ISVs and SIs ● Experience working at different levels of partner organizations (from C-level / SVP-level executives to engineering/IT teams) ● Work experience in internet, software, SaaS, mobile industries ● Digital transformation type business development experience ● Track record of delivering world-class products or partnerships ● Ability to think strategically and manage complex projects and partnerships ● Detail-oriented with strong project management and organizational skills, but comfortable with ambiguity and adept at solving problems creatively ● Passion for technology and for pushing new concepts, products and services ● Global mindset, flexible work style and comfort with ambiguity ● Strong bias toward collaboration and ability to work effectively in a cross functional & dispersed team ● Positive attitude, self-starter, and high emotional intelligence (EQ) ● Excellent interpersonal skills and ability to drive consensus with internal and external stakeholders ● Comfortable in fast-paced, global team These are some benefits you can expect from us in return: ● Great opportunity to build the North America presence of a fast-paced global growth startup ● Flexible career development path within an international environment ● Work closely with inspiring, supportive and interesting colleagues in an international team within a flat organizational hierarchy ● An experienced executive team of managers and experts ● An excellent compensation package, including bonus and equity ● Fully stocked pantry with healthy fruits, snacks, gourmet coffee, and breakfast options Submit Your Application You have successfully applied Freshworks San Bruno CA

ISV & SI Alliance Manager

Freshworks