Freshworks

• Develop a strategic plan to source and develop business opportunities within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing opportunities • Cultivate relationships with executive-level decision-makers and strive to become a trusted advisor and a partner at your named accounts • Generate specific opportunities at each enterprise account in response to customer requirements and unaddressed pain points • Communicate constantly with other departments such as marketing and pre-sales regarding the design and execution of campaigns to improve our internal and external processes • Use and administer available resources effectively, e.g. steering the business development and presales representatives to reach your individual sales goals. • Provide regular reporting of pipeline and forecasting to the Sales Manager • Travel to customer locations and customer-focused events regularly • Educate yourself to become an expert in SaaS products, CRM systems, and our product suite

• Execute territory strategies to win enterprise business, expand Freshworks’ footprint in the MY market, and exceed sales targets. • Manage the full sales cycle—from prospecting to negotiation and closure—ensuring predictable outcomes and strong performance across key accounts. • Build trusted relationships with senior executives, identify complex business challenges, and position Freshworks as a strategic partner that delivers ROI and growth. • Work closely with cross-functional teams (Marketing, Customer Success, Solution Engineering, and Product) to deliver outstanding customer experiences and contribute to a culture of continuous improvement. • Develop and maintain a strong, data-backed pipeline with accurate forecasting. • Conduct in-person meetings and presentations, representing Freshworks in customer engagements and industry events across Singapore. • Play a pivotal role in establishing Freshworks’ local presence—shaping go-to-market strategy, nurturing key partnerships, and contributing to the foundation of our long-term success in the MY region.

• Lead, mentor, and develop a high-performing Solution Engineering team in a fast-paced, high-growth environment. • Recruit, onboard, and retain top Solution Engineering talent in line with business growth plans. • Develop and execute a scalable Solution Engineering strategy across Germany and Continental Europe. • Allocate resources effectively across territories to support business objectives and maximise impact. • Provide ongoing coaching, performance management, and meaningful feedback to team members. • Act as an active Solution Engineering leader, partnering with the team on strategic opportunities and customer engagements. • Support revenue growth by demonstrating business value, delivering compelling product demonstrations, and helping customers envision future success with Freshworks. • Build scalable and repeatable frameworks, programmes, and best practices to support growth across the region. • Partner closely with Sales Leadership to improve pipeline quality, forecast accuracy, and overall win rates. • Collaborate with Product Management and Product Marketing teams to influence product direction and advocate for customer requirements. • Serve as a trusted advisor to internal and external stakeholders, including C-level executives, providing both business and technical insights. • Develop competitive strategies and enablement programmes that strengthen our positioning in the market.

• Execute territory strategies to win enterprise business, expand Freshworks’ footprint in the the PH market, and exceed sales targets. • Manage the full sales cycle—from prospecting to negotiation and closure—ensuring predictable outcomes and strong performance across key accounts. • Build trusted relationships with senior executives, identify complex business challenges, and position Freshworks as a strategic partner that delivers ROI and growth. • Work closely with cross-functional teams (Marketing, Customer Success, Solution Engineering, and Product) to deliver outstanding customer experiences and contribute to a culture of continuous improvement. • Develop and maintain a strong, data-backed pipeline with accurate forecasting. • Conduct in-person meetings and presentations, representing Freshworks in customer engagements and industry events across Singapore. • Play a pivotal role in establishing Freshworks’ local presence—shaping go-to-market strategy, nurturing key partnerships, and contributing to the foundation of our long-term success in the PH region.

• Serve as the North America AI subject matter expert for Freshservice, partnering with Sales, Solutions Engineering, Customer Success, Product, and Marketing teams to drive AI revenue growth and customer outcomes • Lead AI advisory engagements with enterprise customers, facilitating executive workshops, discovery sessions, AI readiness assessments, business value discussions, and strategic planning sessions that align AI investments to measurable business objectives • Partner with account teams to identify, qualify, and execute AI opportunities across new business, expansion, and renewal motions, helping customers build compelling business cases for AI investments • Help customers identify and prioritize high-value AI use cases across ITSM, ITOM, ITAM, Employee Service Management, and enterprise workflows, while defining success criteria and measurable outcomes • Deliver compelling demonstrations, presentations, executive briefings, and proof-of-value engagements that showcase the business impact of Freshservice AI capabilities, including AI agents, workflow automation, agent productivity, self-service, and conversational experiences • Develop scalable frameworks, playbooks, value assessments, and best practices that enable teams across North America to effectively position, sell, and demonstrate the value of AI solutions • Act as a trusted advisor to Product and Engineering teams by sharing customer feedback, market trends, competitive intelligence, and emerging AI requirements that help shape future innovation • Mentor and enable Solutions Engineers, Account Executives, and Customer Success teams on AI positioning, business value conversations, executive engagement, and industry best practices

• Serve as the North America AI subject matter expert for Freshservice, partnering with Sales, Solutions Engineering, Customer Success, Product, and Marketing teams to drive AI revenue growth and customer outcomes • Lead AI advisory engagements with enterprise customers, facilitating executive workshops, discovery sessions, AI readiness assessments, business value discussions, and strategic planning sessions that align AI investments to measurable business objectives • Partner with account teams to identify, qualify, and execute AI opportunities across new business, expansion, and renewal motions, helping customers build compelling business cases for AI investments • Help customers identify and prioritize high-value AI use cases across ITSM, ITOM, ITAM, Employee Service Management, and enterprise workflows, while defining success criteria and measurable outcomes • Deliver compelling demonstrations, presentations, executive briefings, and proof-of-value engagements that showcase the business impact of Freshservice AI capabilities, including AI agents, workflow automation, agent productivity, self-service, and conversational experiences • Develop scalable frameworks, playbooks, value assessments, and best practices that enable teams across North America to effectively position, sell, and demonstrate the value of AI solutions • Act as a trusted advisor to Product and Engineering teams by sharing customer feedback, market trends, competitive intelligence, and emerging AI requirements that help shape future innovation • Mentor and enable Solutions Engineers, Account Executives, and Customer Success teams on AI positioning, business value conversations, executive engagement, and industry best practices

• Identify, target, and sign SI partners (e.g., Capgemini, CGI, Unisys) aligned to Freshworks’ ITSM and CX growth priorities • Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence • Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding • Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model • Build and maintain SI partner capability across sales, pre-sales, and delivery —ensuring partners can self-sufficiently position, scope, and close Freshworks-based solutions • Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams • Drive participation in Freshworks enablement programmes, including accreditation, demo certification, and deal support resources • Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership • Own and actively manage a partner-sourced and partner-influenced pipeline, working with CAMs and field AEs to progress and close SI-originated opportunities • Set and hold partners to joint pipeline targets and revenue commitments through structured QBR and business planning rhythms • Co-sell alongside SI partners on key opportunities, providing commercial, technical, and executive support as required • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce, ensuring accurate and up-to-date forecasting • Contribute to the North America SI partner strategy, including partner selection criteria, tiering, and investment allocation • Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets and develop engagement plans accordingly • Work cross-functionally with marketing, product, and pre-sales to develop SI-specific content, solution briefs, and campaign assets • Feed market and competitive intelligence back into channel leadership, including partner sentiment, competitor partner programmes, and whitespace opportunity

• SI Recruitment & Onboarding: Identify, target, and sign SI partners aligned to Freshworks’ ITSM and CX growth priorities • Build and maintain a pipeline of prospective SI partners, drawing on market mapping, ex-ServiceNow and ex-incumbent networks, and competitive intelligence • Lead the end-to-end partner recruitment process — from initial outreach and business case development through to contract execution and onboarding • Design and execute structured onboarding programs that bring new SIs to first-deal-ready status quickly: product knowledge, commercial terms, deal registration, pre-sales support model • Partner Enablement & Acceleration: Build and maintain SI partner capability across sales, pre-sales, and delivery • Develop joint go-to-market plans with each SI partner, including target verticals, solution plays, and co-sell motions with Freshworks field teams • Drive participation in Freshworks enablement programmes • Act as the primary relationship owner into SI practice leads and partner alliances teams, building multi-threaded engagement across sales, delivery, and leadership • Pipeline & Revenue: Own and actively manage a partner-sourced and partner-influenced pipeline • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce • Strategy & Ecosystem Development: Contribute to the North America SI partner strategy • Identify SI partners with existing ServiceNow or legacy ITSM practices as priority displacement targets

• Develop tailored ITSM and EX strategies for Higher Education clients, demonstrating how Freshworks’ solutions optimize productivity and enhance faculty and staff engagement. • Collaborate with diverse decision-makers, including administrators, IT leaders, and HR departments, to address unique challenges within Higher Education institutions and deliver impactful outcomes. • Build, maintain, and execute a robust sales pipeline, ensuring consistent progress through medium- to long-term sales cycles tailored to the Higher Education sector. • Create and present compelling value propositions that align with institutional goals, priorities, and budgets. • Partner with Marketing, Solutions Engineers, and Customer Success teams to create seamless, end-to-end experiences for prospects and clients in the Higher Education vertical.

• Develop tailored ITSM and EX strategies for Higher Education clients. • Collaborate with diverse decision-makers including administrators, IT leaders, and HR departments. • Build, maintain, and execute a robust sales pipeline. • Create and present compelling value propositions. • Partner with Marketing, Solutions Engineers, and Customer Success teams to create seamless, end-to-end experiences for prospects and clients.