Channel Sales Manager SaaS
At a glance
Mid-level Channel & Partnerships role at Fortive Careers. Remote, United Kingdom · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Grow strategic partner accounts through joint planning, pipeline creation, expansion, and partner-led revenue ownership
- Guide opportunity strategy, pricing, quoting, order handling, and closing across the full partner sales cycle
- Run partner QBRs, monitor bookings, ARR, retention, conversion, forecasts, and progress against targets
- Recruit, onboard, certify, and enable SaaS-capable partners so they can sell Accruent solutions independently
- Improve regional partner motions and coordinate Sales, Product, Marketing, Services, Enablement, and Deal Desk actions
What you bring
- At least ten years in revenue-owning or revenue-influencing sales, partner, or account management roles
- Three or more years leading partner channels, ideally within enterprise SaaS
- Fluency in English plus another EMEA language, such as French, German, Spanish, Italian, Dutch, or a Nordic language
- Evidence of beating quota and managing pipeline, pricing, negotiation, quoting, and closing
- Hands-on Salesforce experience with opportunities, accounts, activities, and reporting
Who this fits
You’ll suit a commercially accountable partner leader who can engage executives, enforce partner performance, and run complete sales cycles. The role is remote from London, with travel of up to twenty percent for QBRs, customer visits, and kaizens. Experience across at least two EMEA markets is beneficial.
From the employer
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
At least 3 years in partner channel management roles
Industry experience from enterprise SaaS companies (e.g., Adobe, SAP, HubSpot, AWS)
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)
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
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
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.
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