• Work directly with the Head of PBI to develop the annual commercial plan and contribute to the 3-year payments infrastructure roadmap • Translate strategic direction from the Head of PBI into structured, actionable plans with clear milestones and owners • Proactively identify gaps in ACE's payments infrastructure by engaging cross-functionally with Partner Success, Partner Onboarding, Operations, Finance etc. • Bring forward commercial solutions — not just problems — with implementation pathways and business logic • Own the commercial narrative for the PBI function, including contribution to the monthly CEO Brief and quarterly commercial reviews • Identify, approach, and commercially evaluate new payments partners — card acquirers, APM providers, open banking rails, FX counterparties, and banking partners • Involvement in all commercial negotiations: from first contact and term negotiation through to handshake before handover to PO. • Build and maintain a live pipeline of prospective partners with commercial assessments and prioritisation rationale • Develop business cases for new partner additions including cost modelling, volume projections, and break-even analysis for Head of PBI sign-off • Own the renegotiation pipeline for existing partners — tracking contract renewal dates, rate review windows, and volume-based tier unlock opportunities • Attend Quarterly Business Reviews and major partner strategy sessions alongside the Head of PBI

• Designing and refining public market investment strategies and portfolios • Using quantitative research and analysis to challenge assumptions and improve outcomes • Managing portfolio exposures, liquidity and implementation decisions • Executing trades across equities, fixed income, futures and other liquid markets • Monitoring portfolio performance and identifying opportunities to do things better • Working closely with brokers, fund managers and implementation partners • Collaborating with colleagues across Investments, Impact, Research, Risk & Analytics and Operations • Helping build the next chapter of Future Group's public markets capability

• 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

• SI Recruitment & Onboarding: 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 • Partner Enablement & Acceleration: 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 • Pipeline & Revenue: 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 • Strategy & Ecosystem Development: 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