Role Overview
We are seeking an experienced Director, Channel Operations to lead the strategy, systems, processes, and operational excellence that power our global partner ecosystem. This leader will be responsible for building scalable channel operations frameworks, optimizing partner-facing systems, driving data-driven decision-making, and leading a high-performing operations team that enables partner growth and revenue impact.
Key Responsibilities
Systems Strategy & Partner Experience
Define and execute a multi-year systems roadmap across the partner lifecycle, including onboarding, enablement, deal management, co-selling, and reporting.
Own the partner portal strategy and enhancement roadmap, driving continuous improvements to usability, automation, and self-service capabilities.
Evaluate, implement, and optimize PRM, CRM, and related technologies to support a scalable global partner ecosystem.
Partner with Sales, Partner Programs, Revenue Operations, IT, and Finance teams to ensure seamless end-to-end systems integration and execution.
Channel Operations & Process Excellence
Design, implement, and govern scalable global channel operations processes across channel sales, partner marketing, compliance, and deal operations.
Establish and maintain Rules of Engagement (ROE) frameworks that minimize channel conflict and improve partner trust.
Own deal registration policies, governance, and execution while ensuring alignment between direct sales and partner teams.
Drive operational excellence across partner onboarding, tier management, incentive administration, MDF/co-op programs, and partner lifecycle management.
Data, Reporting & Business Insights
Establish governance frameworks that ensure CRM and PRM data accuracy, integrity, and consistency.
Build scalable reporting and analytics capabilities to support executive decision-making and operational visibility.
Develop partner performance dashboards and business reviews covering pipeline, revenue, compliance, partner health, and program effectiveness.
Deliver actionable insights that influence partner investments, program enhancements, and strategic business decisions.
People Leadership
Lead, mentor, and develop a high-performing team of channel operations, partner operations, and deal operations professionals.
Create a culture of accountability, continuous improvement, operational excellence, and customer-centric thinking.
Establish clear career development pathways, performance expectations, and growth opportunities for team members.
Partner closely with channel leaders, program managers, and partner success teams to ensure operational support accelerates partner growth.
13+ years of experience in Channel Operations, Partner Operations, Revenue Operations, Sales Operations, or related functions within a high-growth technology or SaaS environment.
5+ years of people leadership experience managing and developing high-performing operational teams.
Proven experience designing and scaling global partner programs, channel operations processes, and governance frameworks.
Deep understanding of deal registration, channel conflict management, partner incentives, MDF/co-op programs, and partner lifecycle management.
Experience leading large-scale systems implementations and process transformation initiatives.
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.
