GSI Partnerships Director

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

Benefits

Additional Information

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.

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