Director, Technology Partnerships

About the Role

As we scale our partner ecosystem this is a rare opportunity to define it. Were hiring a Director of Technology Partnerships to own our ISV strategy end-to-end from whitespace mapping and partner identification to deal structure negotiation and long-term ecosystem growth. 

This role sits at the intersection of corporate strategy business development and product working across AI automation cloud and collaboration to build the partnerships that accelerate our product roadmap expand our go-to-market reach and drive long-term revenue. Youll operate with high autonomy influence at the executive level and mandate to build something lasting inside a fast-growing B2B SaaS company. 

What Youll Own: 

Strategy & Ecosystem Development

• Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities across AI automation cloud collaboration and adjacent categories
• Conduct market analysis competitive benchmarking and whitespace mapping to inform partner prioritization and ecosystem investment 
• Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals 

Deal Origination & Execution

• Build manage and prioritize a pipeline of high-impact ISV partnership opportunities 
• Own the full deal lifecycle from opportunity identification and qualification through proposal development executive alignment negotiation and close
• Structure and negotiate complex commercial agreements including integrations co-sell OEM and joint solution partnerships
• Build data-driven business cases that quantify revenue impact product differentiation and customer value 

Cross-Functional Leadership

• Collaborate with Product Sales Marketing and Customer Success to launch and operationalize joint solutions 
• Develop scalable onboarding enablement and performance tracking processes for ISV partners 
• Define success metrics and regularly report ecosystem performance and partner impact to executive leadership

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo CA headquarters. 

Qualifications :

Required

• 8-10 years in Strategic Business Development Partnerships Corporate Strategy or Corporate Development ideally within B2B SaaS
• Proven success sourcing negotiating and closing complex partnerships with ISVs OEMs or enterprise technology providers 
• Deep understanding of joint GTM execution co-sell motions and ecosystem-driven growth strategies
• Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks 
• Experience aligning and influencing executive-level stakeholders across multiple functions 
• Exceptional communication storytelling and relationship-building skills 
• Bachelors degree required 
• Willingness to travel up to 25% including internationally 

Preferred

• MBA or background in management consulting investment banking or corporate strategy 
• Experience in or along side the ITSM or CX space
• Familiarity with modern partner ecosystem tools and co-sell program structures (e.g. Salesforce AppExchange Microsoft marketplace AWS Partner Network)

Additional Information :

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo CA headquarters. 

The annual base salary range for this position is $230000 - $280000. This role is also eligible for a target bonus. 

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 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 diversity in the workplace creates a more vibrant richer environment that boosts the goals of our employees communities and business. Fresh vision. Real impact. Come build it with us.

Remote Work :

No

Employment Type :

Full-time