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Strategic Partners Account Manager 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 mor…
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Own and grow a portfolio of strategic partner-led accounts to drive revenue growth and pipeline creation. Lead the full sales motion from deal strategy and closing to partner enablement and performance management.
Requires 10+ years of experience in sales or partner management with a proven track record of exceeding quotas in a SaaS environment. Must be fluent in English and at least one other EMEA language with strong commercial acumen and Salesforce proficiency.
Strategic Partners Account Manager
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-delivering real value through efficiency, compliance, and performance.
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
Scale partner motions regionally, adapting GTM approaches, messaging, and enablement to local market conditions
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
Fluent in English plus at least one additional EMEA language (e.g., French, German, Spanish, Italian, Dutch, or Nordic languages) to effectively engage regional partners and customers and build stronger in-market relationships
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:
Prior experience managing partners in at least 2+ EMEA countries or regions, with demonstrated success adapting strategy across markets
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.
Fortive Corporation Overview
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. 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 groundbreaking sustainability solutions.
We are a diverse team 18,000 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.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
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. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth. Ready to move your career forward? Find out more at careers.fortive.com. Recruitment fraud alert: Fortive has been made aware of candidates receiving fraudulent job opportunities from unauthorized recruiting agencies or people impersonating Fortive leaders. We take this matter very seriously and are taking all appropriate measures to address this. Learn more: https://careers.fortive.com/recruitment_fraud
Offices: 6920 Seaway Blvd, Everett, Washington 98203, US
