Director - ISV Partnerships
Director - ISV Partnerships
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Salary Not Disclosed
1 Vacancy
Job Description
About the Role:
Were seeking a strategic entrepreneurial Director of Strategic Business Development to join our ISV Partnerships team. In this high-impact role you will lead the development and execution of our technology partner strategy with a focus on identifying shaping and closing transformative ISV partnerships that accelerate product innovation GTM expansion and long-term revenue growth.
You will drive strategic planning and business development efforts across our partner ecosystem own the end-to-end partnership lifecycle and work cross-functionally to launch scalable high-impact partner initiatives. This is a unique opportunity to combine corporate strategy business development and deal execution within a fast-paced SaaS environment.
What Youll Do:
- Lead strategic business development initiatives across the ISV partner ecosystem targeting key categories (AI automation cloud collaboration etc.)
- Define and execute a multi-year ISV partner strategy aligned with product and go-to-market priorities
- Source and manage a pipeline of high-value ISV partnership opportunities
- Own the full deal lifecycle: identification qualification proposal development executive alignment negotiation and close
- Lead strategic deal structuring and commercial negotiations including integration co-sell OEM and joint solutions
- Develop strategic business cases to support new partner investments and quantify impact on revenue product differentiation and customer value
- Conduct market analysis competitive benchmarking and whitespace mapping to inform partner prioritization and ecosystem design
- Drive partner planning cycles and influence internal stakeholders through strategic frameworks and ROI-driven proposals
- Collaborate cross-functionally with Product Sales Marketing and Customer Success to launch and operationalize joint solutions
- Build scalable onboarding enablement and performance tracking frameworks for ISV partners
- Define success metrics and report regularly to executive leadership on ecosystem health and partnership impact
Qualifications :
- 10 years of experience in Strategic Business Development Partnerships Corporate Strategy or Corporate Development within high-growth B2B SaaS
- Proven success sourcing and closing complex strategic partnerships with ISVs OEMs or enterprise tech providers
- Deep understanding of joint GTM planning co-sell motions and ecosystem-driven growth strategies
- Strong financial modeling and strategic planning capabilities; comfortable building business cases and framing ROI
- Experience in navigating executive-level stakeholder alignment and influencing cross-functional teams
- Strategic thinker with strong business acumen analytical rigor and disciplined execution
- Excellent communication and relationship management skills
- Bachelors degree required; MBA or experience in management consulting investment banking or corporate strategy preferred
- Must be able to work in-office at least 3 days per week
- Willingness to travel up to 25% including international travel as needed
Bonus Points for:
- Experience with Microsoft AWS Salesforce Atlassian or ServiceNow partner ecosystems
- Familiarity with cloud marketplaces and transactable partner models (e.g. Azure AWS AppExchange)
- Domain expertise in ITSM Customer Support or Workflow Automation software
Additional Information :
The annual base salary range for this position is $207000 $297000 USD.
Compensation is based on a variety of factors including but not limited to location experience job-related skills and level. Bonus/equity may be available.
Freshworks offers multiple options for dental medical vision disability and life insurances. Equity ESPP flexible PTO flexible spending commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.
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.
Remote Work :
No
Employment Type :
Full-time
Employment Type
Full-time
