Strategic Partners Account Manager

About the role

The role is available as Hybrid / Remote (Austin, TX) or US remote for candidates located in one of the following metro areas:

• Atlanta
• Charlotte
• Chicago
• Dallas-Fort Worth
• Denver
• Las Vegas
• Los Angeles
• Miami
• Minneapolis
• New York
• Newark
• Orlando
• Phoenix
• San Francisco
• San Jose
• Seattle
• Washington, DC

Responsibilities

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.

Build and continuously improve partner selling capability, ensuring partners can independently position, scope, and progress Accruent deals efficiently.

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.

Requirements

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.

Qualifications

Must have knowledge of Accruent’s solutions.

Nice to have 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.

Skills

Ability to travel up to 20% for QBRs, customer visits, kaizens.

Benefits

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.

Inclusive culture where new ideas and initiatives are welcomed, and your work has real impact.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care. We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

Fortive and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.

Pay Range

The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 163300 - 272700.

Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we’re proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.

Accruent is a leading provider of solutions for unifying the built environment —spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide. We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com. The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 163300 - 272700.