About the role
Company Description 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. 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.
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.