Director - Channel & Alliances Strategy

Organizations 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.

Freshworks is seeking a highly strategic and execution-oriented Director, Channel & Alliances Strategy to serve as a trusted partner to the SVP of Channels & Alliances. This individual will help shape the vision, operating cadence, and strategic priorities of the global partner organization while driving critical initiatives that accelerate partner-sourced and partner-influenced growth.

The ideal candidate combines strategic thinking, operational rigor, business acumen, and exceptional communication skills. They thrive in fast-paced environments, enjoy solving complex business challenges, and have a proven ability to influence across functions and leadership levels.

This role will work closely with executive leadership across Sales, Marketing, Customer Success, Product, Finance, Revenue Operations, and Corporate Strategy to ensure alignment, execution, and measurable business outcomes across the partner ecosystem.

Key Responsibilities

Drive Strategic Planning & Business Execution

• Partner closely with the SVP of Channels & Alliances to define and execute the organization's strategic priorities and long-term growth plans.
• Translate strategic objectives into actionable initiatives, milestones, and measurable outcomes.
• Lead annual planning, quarterly business reviews, operating plans, and strategic offsite sessions.
• Monitor organizational performance and proactively identify opportunities to improve execution and accelerate results.

Lead Cross-Functional Initiatives

• Drive high-impact initiatives that support growth across channel, alliance, technology partner, marketplace, and ecosystem programs.
• Coordinate execution across Sales, Marketing, Product, Customer Success, Finance, Legal, and Revenue Operations.
• Remove organizational roadblocks and ensure accountability for key deliverables.
• Support the development and scaling of new partner motions, programs, and routes-to-market.

Establish Operational Excellence

• Develop and manage the operating rhythm for the Channels & Alliances organization, including leadership meetings, business reviews, planning cycles, and executive reporting.
• Create scalable frameworks for prioritization, resource allocation, performance management, and decision-making.
• Identify process improvement opportunities and implement best practices to enhance organizational effectiveness.
• Drive consistency and alignment across global partner teams.

Business Insights & Performance Management

• Partner with Revenue Operations and Finance to monitor key partner metrics, performance indicators, and business trends.
• Analyze partner ecosystem performance and provide actionable recommendations to leadership.
• Develop executive-level dashboards, business reviews, and performance reporting.
• Ensure leadership has visibility into progress against goals, risks, opportunities, and investment priorities.

Executive Communications & Leadership Enablement

• Prepare presentations, executive communications, strategic narratives, and board-level materials.
• Support internal communications and organizational alignment initiatives.
• Ensure clear and consistent messaging across partner leadership, sales leadership, and executive stakeholders.
• Facilitate leadership meetings and drive follow-through on key actions and decisions.

Drive Organizational Transformation

• Lead change management efforts associated with new programs, processes, operating models, and strategic initiatives.
• Help the organization scale effectively while maintaining agility and execution excellence.
• Champion a culture of accountability, continuous improvement, collaboration, and customer-centricity.

Stakeholder Management & Influence

• Build strong relationships across executive leadership and key cross-functional teams.
• Serve as a connector across organizations, ensuring priorities remain aligned and execution remains coordinated.
• Navigate ambiguity and competing priorities while maintaining focus on business outcomes.
• Influence without direct authority to drive alignment and organizational momentum.

• Bachelor's degree required; MBA or advanced degree preferred.
• Strong channels background
• 12+ years of experience in strategy, business operations, management consulting, revenue operations, partner operations, corporate strategy, or related leadership roles.
• Experience supporting senior executives within high-growth B2B SaaS organizations.
• Strong understanding of indirect go-to-market models, channel sales, strategic alliances, technology partnerships, marketplaces, and partner ecosystems.
• Proven track record leading cross-functional initiatives and driving measurable business outcomes.
• Exceptional executive communication, presentation, and storytelling skills.
• Strong analytical capabilities with a data-driven approach to decision-making.

The annual base salary range for this position is $213,600 - $263,800. 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. 

Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. 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.