GSI Partnerships Director

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. Requirements - 12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership - Direct, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree - Proven track record of building GSI programmes from low maturity to measurable revenue contribution - Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them - Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements - Ability to operate at CXO level internally and externally - Strong commercial acumen — able to model partner economics, margin structure, and services attach rates - Experience managing or influencing geographically distributed teams - Familiarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and Zendesk - Based in London, with willingness to travel internationally