GSI Partnerships Director

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox GSI Partnerships DirectorFull-time Compensation: EUR 0 - EUR 0 - yearlyCompany DescriptionCompany DescriptionOrganizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.There’s another option. Freshworks. With a fresh vision for how the world works.Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.Fresh vision. Real impact. Come build it with us.Job DescriptionRole OverviewSenior 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. ResponsibilitiesOwn the GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtreeDefine and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product linesBuild GSI practice development programmes — enablement, certification, solution plays, and co-sell motionsDrive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographiesNegotiate commercial frameworks including resale, referral, and services attach economicsEstablish exec-level relationships at VP and C-suite within each named GSI accountRepresent Freshworks at GSI partner summits, QBRs, and joint customer engagementsWork cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipelineReport programme performance (pipeline, revenue, certifications, headcount) to regional leadership.QualificationsRequirements12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadershipDirect, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtreeProven track record of building GSI programmes from low maturity to measurable revenue contributionDeep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around themExperience structuring and negotiating joint business plans, MoUs, and commercial partner agreementsAbility to operate at CXO level internally and externallyStrong commercial acumen — able to model partner economics, margin structure, and services attach ratesExperience managing or influencing geographically distributed teamsFamiliarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and ZendeskBased in London, with willingness to travel internationallyAdditional InformationWhat Success Looks Like in Year OneGSI programme charter signed with at least three named partnersJoint GTM plans active with measurable pipeline targets per partnerFreshworks practice capability established within two GSIs (certified practitioners, solution plays live)First partner-influenced enterprise deals closed in ITSM or CXGSI PDM team structure defined and first hire in placeAt 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...