Vice President - Strategic Business Development

About the Role

Key Responsibilities

• Develop and implement a comprehensive strategic partnership strategy that aligns with Freshworks' overall growth objectives.
• Structure complex, high-impact partnership agreements, including technology integrations, go-to-market collaborations, and joint solutions.
• Lead the entire lifecycle of partner engagement, from prospecting and initial outreach to negotiation and contract execution.
• Develop and manage joint business plans with key partners, driving execution through cross-functional collaboration.
• Build and scale a robust ISV partner ecosystem that provides customers with openness and choice through seamless product integrations.
• Expand the reach of Freshworks through co-sell, sell-with, revenue share, and referral-fee models to accelerate revenue growth.
• Optimize existing partnerships through regular business reviews, performance analysis, and strategic planning.
• Implement and manage systems to accurately measure and report on revenue influence and attribution from partnership activities.
• Create and oversee a seamless onboarding process for new partners, equipping them with the necessary knowledge, tools, and resources.
• Coach and mentor the business development and ISV teams on sales outreach, negotiation, and pipeline management.

Requirements

• 15+ years of experience in strategic partnerships, business development, ISV partnerships, or corporate development at a top technology, SaaS, or market-leading company.
• A track record of successfully closing complex, multi-stakeholder deals for integrated SaaS solutions with significant revenue and strategic impact.
• Experience defining and executing a marketplace strategy for SaaS or Cloud providers, including monetization from the marketplace.
• Ability to build relationships with executive stakeholders.
• Adept at combining commercial creativity with financial rigor and building detailed business cases.
• Capable of thriving in fast-paced, ambiguous environments and moving deals from idea to signed contract efficiently.

Nice to Have

• Experience with SaaS or Cloud marketplace monetization strategies.
• Strong negotiation skills and ability to work across multiple stakeholders.
• Experience working in a hybrid work environment with in-office presence 3 days a week.

Qualifications

• Educational background not specified; emphasis on extensive experience in strategic partnerships and business development.

Benefits & Perks

• Annual base salary range of $257,000 - $323,000 USD, with bonus/equity potential.
• Hybrid role requiring in-office presence 3 days per week (Tue-Thur).
• Multiple options for dental, medical, vision, disability, and life insurances.
• Equity and ESPP programs.
• Flexible PTO, flexible spending accounts, commuter benefits, and wellness benefits.
• Adoption and parental leave benefits.