Strategic Partners Account Manager

Strategic Partners Account Manager

Location: 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

About Accruent At Accruent, our mission is to transform the way organizations manage their built environment. Through data-led intelligence, we help people and systems work together more effectively, driving business forward. With over 4,000 customers across 149 countries, our cloud-based solutions enable organizations to optimize real estate, facilities, and asset management.

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, focusing on bookings and ARR growth, retention, and pipeline conversion
• Build and continuously improve partner 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 with SaaS capabilities to expand the partner ecosystem
• 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
• 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” by meeting in-person with partners and customers to understand challenges and uncover new opportunities
• Drive cross‑functional action across Sales, Product, Enablement, Services, Marketing, Deal Desk and other teams to improve the 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 to engage partner executives on strategy and performance
• Experience in Salesforce owning opportunities, accounts, activities, and reporting
• Data‑driven mindset using pipeline metrics, forecasting, and visual management to drive accountability
• Self‑starter who thrives in fast‑paced SaaS environments with complexity, rapid transformation, and extreme ownership
• Ability to travel up to 20%

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) applied to partner or sales performance

What We Offer

• A dynamic, international team environment with colleagues across the globe
• Opportunities to develop, grow, and build 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

163,300 - 272,700 (local currency), inclusive of sales incentives and commissions

Equal Opportunity Statement

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 can contact