Description

Strategic Account Manager
Integrated Facilities Management Channel

Department: Strategic Accounts • Status: Exempt • Direct Reports: 0
National Territory • Must reside in territory near a major airport; Travel 50%+

Position Summary
SOLID® Surface Care, Inc. is seeking an exceptional Strategic Account Manager (SAM) to lead our Integrated Facilities Management (IFM) channel strategy. This is not a conventional sales role-it is a market-development role built for a professional who wins by deliberately expanding their sphere of influence across broad networks and mobilizing those relationships toward targeted business outcomes.

You will cultivate and own SOLID's relationships with national IFM service providers-organizations like CBRE, JLL, Cushman & Wakefield, and their regional counterparts-as both direct customers and strategic partners. You will be measured on the demand you generate, the obstacles you remove, and the sphere of influence you build across IFM platforms, procurement teams, and the customers you pursue together. If you thrive in long-cycle relationship selling and know how to create momentum through influence rather than authority alone, this role was built for you.

The best SAMs at SOLID don't just close deals-they expand their sphere of influence to make deals possible.

01 | Win New Business
You are a hunter at heart. In the IFM channel, winning means earning the confidence and active partnership of IFM organizations so that new business opportunities flow to SOLID-through them, with them, and alongside them.

Prospecting & Pipeline Development
- Build and maintain a dynamic pursuit list of top IFM firms, regional operators, and customer targets; drive 3-5 first appointments per week with top-20 IFM decision-makers, procurement leads, and operations contacts
- Conduct compelling service demonstrations and deliver tailored proposals that speak to IFM firms' operational priorities and the specific facility needs of the customers they serve
- Within target IFM organizations, identify and pursue vertical market leads-contacts who own specific sectors such as technology, healthcare, critical environments, or industrial-as distinct entry points for SOLID
- Track all activity, pipeline, and IFM relationship status with precision in Salesforce; maintain a clean, current forecast at all times

IFM Channel Strategy
- Map target IFM organizations from the top down-identify who approves preferred vendor lists, who influences specs at the site level, and who drives strategic vendor decisions-then build SOLID's approved and preferred partner status within their procurement platforms
- Identify and develop co-selling opportunities where IFM partners actively introduce and endorse SOLID; maintain deep awareness of contract structures and procurement processes to position SOLID advantageously at every stage

02 | Expand Your Sphere of Influence
This is where the best SAMs separate themselves. Expanding your sphere of influence means the deliberate cultivation of relationships at multiple levels and across multiple organizations-with the intent to mobilize those relationships toward specific outcomes. Your sphere spans IFM partners, customers, prospects, industry associations, and the internal SOLID team.

You will shape decisions and create momentum at organizations where you hold no formal authority. That is the job-and it is a skill very few people truly master.

IFM Partners, Customers & the Market
- Build and nurture relationships across all levels of target IFM firms-national account leaders, regional directors, procurement managers, and site-level facility managers-investing deeply in understanding their business priorities so SOLID's value proposition aligns to what matters most
- Position SOLID as a strategic partner and trusted expert; build relationships wide and deep enough within each IFM firm that no single personnel change disrupts the partnership
- Create demand pull in the broader market-develop visibility and credibility with facility and operations leadership at key customer accounts, represent SOLID at industry events and association forums, and bring competitive market intelligence back to sharpen SOLID's positioning
- Leverage industry associations (CoreNet Global, IFMA, BOMA, CREW, ISSA) as platforms for expanding your sphere of influence; active participation and committee leadership are strongly encouraged

Internal Sphere of Influence - The SOLID Team
Your sphere of influence is only as strong as your ability to communicate across it. The SAM is the connective tissue between what the market needs and what SOLID delivers.

- Collaborate closely with fellow SAMs-generating demand and removing obstacles through IFM relationships, then transferring fully-contextualized opportunities to SAM peers with the intelligence they need to close; your success is measured by the outcomes your entire sphere produces
- Maintain a structured communication rhythm with Sales leadership, Operations, and Delivery teams-sharing customer expectations, IFM relationship dynamics, and service requirements well in advance so that execution is flawless from day one
- Engage Finance early on complex proposals; partner with Marketing to share IFM channel insights and competitive intelligence; keep Customer Success informed on new accounts and commitments made so that onboarding reflects exactly what was promised
- Bring field operations leadership into IFM relationships where it matters-giving partners and customers direct confidence in SOLID's people and execution capability

03 | Deliver & Grow
Account Stewardship & Value Delivery
- Conduct regular Executive Business Reviews with key IFM contacts: document what SOLID has delivered, what is coming next, and how it is moving the needle for their business and their customers
- Use data and operational metrics to tell SOLID's value story; proactively surface and resolve service delivery issues before they become relationship issues, and identify expansion opportunities-new geographies, service lines, and customer accounts within the same IFM platform
- Provide regular, accurate pipeline and relationship updates to sales leadership; communicate IFM market intelligence-trends, competitive moves, and emerging needs-to inform SOLID's service development and go-to-market strategy

Annual Performance Targets

Metric

Target Range

Net New Revenue (direct & referred)

$1M - $3M

Net New Sales (direct & referred)

$1M - $4M

IFM First Appointments / Week

3 - 5 (top-20 IFM targets)

Service Demonstrations / Week

1 - 5

Proposals Delivered / Week

3 - 5

New IFM Preferred Vendor / Partner Listings

Annual target set with leadership

The SOLID SAM Mindset
We are not looking for a resume that checks boxes. We are looking for a specific kind of professional whose values and instincts match what this role demands:

- Leads with curiosity and honesty-invests deeply in understanding a partner's business before proposing solutions, and tells the truth even when it is not what they want to hear
- Influences without authority-skilled at expanding their sphere of influence, shaping decisions, and creating momentum in environments where they hold no formal power
- Operates with entrepreneurial drive and creativity-builds things, solves problems resourcefully, and finds ways to win without a large institutional support structure behind them
- Persists with professionalism-resilient through long sales cycles and complex stakeholder environments; does not confuse urgency with pushiness
- Pursues greatness-holds themselves to a high standard, invests in their own growth, and brings out the best in the people and partners around them

Requirements
Experience
- Currently holds a Strategic, National, or Global Accounts Manager title with an active national territory-or brings a deep IFM industry network with demonstrated ability to open doors at the procurement and senior leadership level of major outsourced IFM organizations
- Minimum 5+ years of complex solution selling; sales cycles of 3-6 months or longer; average deal size exceeding $100,000 annually
- Minimum 10 years calling on or working with facility management professionals overseeing O&M budgets
- Demonstrated experience building strategic relationships with national IFM service providers (CBRE, JLL, Cushman & Wakefield, Colliers, or similar) and proven track record of earning preferred vendor or approved partner status within IFM procurement platforms
- Established regional or national relationships with 3rd party IFM management companies

Skills, Attributes & Involvement
- Mastery of consultative, value-based selling; ability to build a compelling business case in the partner's or customer's own financial and operational language
- Exceptional communication skills across all levels-C-suite to site supervisor-written and verbal; high emotional intelligence and sensitivity to organizational dynamics
- Strong analytical thinking; comfortable using data to drive strategy and tell a value story
- Active membership in CoreNet Global, IFMA, BOMA, CREW, ALA, ISSA, or equivalent; committee or board-level participation strongly preferred

Logistics
- Bachelor's degree in business or equivalent professional experience; must reside in territory near a major airport; travel 50%+
- Proficient in Microsoft Office Suite; Salesforce CRM experience strongly preferred