Partner Manager - APJ (Device42)

About Freshworks & Device42

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Device42 is the most comprehensive agentless discovery system for Hybrid IT available today. Device42 can continuously discover, map and optimize infrastructure and applications across data centers and cloud, providing accurate views of your IT ecosystem. Customers in more than 60 countries use these capabilities as they manage and modernize IT infrastructures and application landscapes and adopt DevOps practices.

The Partner Manager of Strategic Alliances (APJ) will pursue, onboard, and manage Device42’s most strategic regional partner relationships. This individual will focus on a number of accounts and be responsible for coordinating all interactions with the partner as they evaluate, position and sell Device42. Once onboarded, this person will lead the relationship with Device42 partners generating net-new business revenue opportunities for APJ end customers, including new customers and expansion/upsell of Device42 in existing regional accounts

Responsibilities:

• Identify key stakeholders within named accounts to develop successful entry points into the organization and demonstrate Device42’s value proposition
• Train resources within the partner organization on Device42’s capabilities
• Leverage and coordinate other Freshworks and Device42 resources including Account executives and Solutions Architects, Partner Enablement, and Channel Marketing
• Seek out adjacent spaces and opportunities for expansion within the partner
• Align Device42 sales resources to client business development and collaborate with sales on initial deals, as necessary
• Support pre-sales, sales, and delivery training for initial deals
• Be responsible for generating net new partner deal registrations within the region
• Ensure adequate capacity in partner orgs to deliver (train COEs)
  
  

• 7+ years of demonstrated regional experience working with regional distributors, Global Service Integrators, and resellers. Experience working with GSIs is a huge plus.
• Specific work / success selling software in and through a focus partner
• Excellent technical understanding of infrastructure and application architecture
• Working knowledge IT infrastructure, data center, and cloud modernization principles. application and cloud technologies
• Proven ability to manage resources from a matrix organization and within an overlay position
• Familiarity and comfort with global business practices and etiquette, specific to the APJ region.
  
  

Device42 is the most comprehensive agentless discovery system for Hybrid IT available today. Device42 can continuously discover, map and optimize infrastructure and applications across data centers and cloud, providing accurate views of your IT ecosystem. Customers in more than 60 countries use these capabilities as they manage and modernize IT infrastructures and application landscapes and adopt DevOps practices.

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.