Company Description

About Freshworks

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM). 

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship. 

Job Description:

The Senior Director, ISV and Industry Partners will be responsible for identifying, recruiting and building relationships with Freshworks ISV partner ecosystem. This role will be responsible for new partnership development and existing partner management for both Freshworks platform and industry vertical partnerships. The ultimate goal is to increase win rates with verticalized integrations and reduce churn with robust ecosystems. The ideal candidate will have deep experience working with industry ISV’s, deep analytical and business strategy acumen, experience with platform businesses as well as sales enablement and incentives; and an understanding of how software ecosystems are built, where the leverage lies, and how technical integration with major players could benefit Freshworks. As a product leader at Freshworks, you thrive equally when leading teams, or directly leading work yourself.

Responsibilities

• Develop and lead partner strategy for Freshworks and industry vertical ISV partnerships
• Generate new growth opportunities and expand the reach of Freshworks through partnerships that broaden the distribution of Freshworks to drive pipeline and revenue
• Accelerate innovation by leveraging cutting edge capabilities from partners to help us increase differentiation and/or fill gaps in our solutions that are critical to winning deals and moving up-market
• Build product led partnerships with hyperscalers (Azure, AWS, Google Cloud, etc), communication channel providers (Meta, Apple, etc.)
• Define, accelerate monetization approach for the Freshworks Marketplace
• Build and scale our business by building integrations into products that are already in our customers’ ecosystems, co-sell with partners, and provide more openness/options for our customers
• Fund Freshworks growth through partnerships, revenue share, and referral fees from our partner ecosystem
• Work with product, engineering, marketing, sales, finance and legal teams to evaluate, explore and execute partnership opportunities
• Be an expert on the industry: follow the latest industry news, attend events regularly, network heavily, and have a systematic approach to Identifying market trends

• 15+ years of experience in ISV Partnerships at a top technology or other market leading company
• Proven, tangible results creating an ISV program, recruiting ISV partners
• Experience having built a marketplace strategy for SaaS or Cloud providers, including having driven significant monetization from the marketplace
• Strong product instinct and ability to identify opportunities for Freshworks with partners as well as ability to work collaboratively with internal teams to build world-class features
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Results-driven, detail-oriented, organized self-starter, creative and critical thinker

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.