10+ years of experience in sales, partner, or account management with revenue responsibility
Demonstrated success in exceeding quota targets, either directly or through partners
Strong grasp of SaaS metrics like ARR, ACV, and renewals
Proven expertise in managing the full sales cycle from pipeline creation to closing deals
Robust commercial acumen with pricing and negotiation skills
Existing executive presence to engage and influence partner executives
Experienced in Salesforce for managing opportunities and reporting
Data-driven approach to pipeline management and performance tracking
Self-starter motivated by a complex, fast-paced SaaS environment
Willingness to travel up to 20% for business engagements.
Responsibilities
Own and grow a portfolio of strategic partner-led accounts to drive revenue
Create structured pipelines with partners targeting new accounts and upselling
Influence deal strategy and pricing for partner-led opportunities
Conduct Quarterly Business Reviews (QBRs) to assess partner performance
Ensure accurate forecasts and predictable revenue outcomes with partners
Enhance partner selling capabilities for independent position and progression
Develop a recruitment pipeline for strategic partners aligned with growth goals
Manage partner onboarding and enablement ensuring certification and activation
Monitor partner performance through visual management and progress tracking
Implement Fortive Business System to improve partner experiences
Oversee deal execution processes such as quoting and orders
Engage directly with partners and customers to drive strategic insights and opportunities
Coordinate with cross-functional teams to improve channel performance.
Benefits
Dynamic, international team environment with global colleagues
Opportunities for professional development within a fast-paced SaaS company
Comprehensive remuneration and benefits package
Inclusive culture that fosters new ideas and impactful work.
Full Job Description
Job Description
Strategic Partners Account Manager
The Role As a Strategic Partners Account Manager, you will own and grow a portfolio of Accruent's most important partner-led accounts. This is a revenue-owning role focused on driving pipeline, executing deals, and scaling the performance of Accruent's partner ecosystem.
You are not a supporting resource to a sales team-you are the primary owner of the partner-led sales motion. You will lead everything from pipeline creation and deal strategy through closing opportunities and managing renewals, while enabling partners to sell and scale Accruent solutions.
Success in this role requires the ability to build partner capability, drive partner accountability, and continuously improve how partners operate with Accruent, resulting in faster deal cycles, stronger pipeline, and increased partner-led revenue.
What You'll Do
Own and expand a portfolio of strategic partner-led accounts, driving revenue growth and expansion through joint account planning and execution
Drive structured pipeline creation with partners through target account mapping, new logos, and cross-sell/upsell identification
Influence deal strategy and pricing for partner-led opportunities
Conduct Quarterly Business Reviews (QBRs) with partners to assess performance, align on growth priorities, and drive accountability to targets
Drive forecast accuracy and revenue predictability with partners, with a strong focus on bookings and ARR growth, retention, and pipeline conversion
Build and continuously improve parter selling capability, ensuring partners can independently position, scope, and progress Accruent deals efficiently
Develop and manage a partner recruitment pipeline, aligned to Accruent's growth priorities and target profiles
Recruit new, strategic partners to expand our partner ecosystem with a focus on partners with SaaS capabilities
Own partner onboarding and enablement outcomes, ensuring partners are successfully activated, certified, and able to sell Accruent solutions
Drive accountability for partner enablement through onboarding, including training completion and certifications post-onboarding
Track and manage partner performance through daily visual management, ensuring clear visibility into pipeline, progress against targets, and risks
Apply the Fortive Business System (FBS) to identify inefficiencies and proactively improve the partner experience and internal processes
Accountable for partner deal execution, including quoting and order processes
Spend time "at gemba" (where the work is done) by meeting in-person with partners and customers to understand their challenges, and uncover new opportunities
Drive cross-functional action across Sales, Product, Enablement, Services, Marketing, Deal Desk and other cross-functional teams to improve our partner channel
What We're Looking For
Must have:
10+ years of experience in sales, partner, or account management roles with clear revenue ownership or influence
Track record of exceeding quota targets (directly or through partners)
Strong understanding of SaaS business models and metrics (ARR, ACV, renewals, multi-year agreements, pricing/packaging)
Proven ability to own or drive the full sales cycle: pipeline creation, deal strategy, pricing, quoting, and close
Strong commercial and deal acumen, including pricing strategy, negotiation, and balancing partner incentives with company growth
Executive presence and influencing skills, with the ability to engage partner executives to align on strategy, address performance gaps, and drive accountability
Experience in Salesforce owning opportunities, accounts, activities, and reporting
Data-driven mindset with experience using pipeline metrics, forecasting, and visual management to drive accountability and performance
Self-starter who thrives in a fast-paced SaaS environment that involves complexity, rapid transformation, and extreme ownership
Ability to travel up to 20% for QBRs, customer visits, kaizens
Nice to have:
Knowledge of Accruent's solutions
Industry experience from enterprise SaaS companies (e.g., Adobe, SAP, HubSpot, AWS)
Experience working with resellers, facilities/asset management providers, or industrial solution companies
Familiarity with continuous improvement methodologies (FBS, Lean, or similar) and applying them to partner or sales performance
What We Offer
A dynamic, international team environment with colleagues across the globe.
Opportunities to develop, grow, and build your success in a fast-moving SaaS company.
Competitive remuneration and benefits package.
An inclusive culture where new ideas and initiatives are welcomed, and your work has real impact.
Pay Range The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 163300 - 272700
About Fortive
Fortive is a diversified industrial growth company comprised of Professional Instrumentation and Industrial Technologies businesses that are recognized leaders in attractive markets. With 2019 revenues of $6.3 billion, Fortive's well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution. Fortive is headquartered in Everett, Washington and employs a team of more than 17,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 50 countries around the world.
