Strategic Partners Account Manager

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Fortive

WebsiteLinkedInAlle Stellen

10.000+ Mitarbeiter

Gegründet 2016

🏥 Gesundheitswesen

🏭 Fertigung

📦 Logistik

💰 Post-IPO Equity im 2020-03

Healthcare • Manufacturing • Logistics

Fortive ist ein globales Unternehmen im Bereich der industriellen Technologie, das sich auf die Bereitstellung fortschrittlicher Gesundheitslösungen, intelligenter Betriebsabläufe und präziser Technologien spezialisiert hat. Mit einem Team von 18. 000 Mitarbeitern arbeitet Fortive an der Lösung technischer Herausforderungen und ermöglicht sicherere, intelligentere und effizientere industrielle Abläufe. Das Unternehmen legt großen Wert auf Nachhaltigkeit, Integrität und ständige Verbesserung und strebt nach einer stärkeren, sichereren und intelligenteren Zukunft. Fortive wurde als eines von Amerikas verantwortungsvollsten Unternehmen anerkannt und zeigt damit sein Engagement für positive soziale und ökologische Auswirkungen.

Beschreibung

• 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 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 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

🎯 Anforderungen

• 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

🏖️ Vorteile

• 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.