Strategic Partners Account Manager

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Fortive

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2016

🏢 Enterprise

⚕️ Healthcare Insurance

💰 Post-IPO Equity on 2020-03

Enterprise • Healthcare Insurance

Fortive is a global industrial technology company that specializes in delivering advanced healthcare solutions, intelligent operating solutions, and precision technologies. With a team of 18,000 employees, Fortive works on solving tough technical challenges, empowering safer, smarter, and more efficient industrial operations. The company emphasizes sustainability, integrity, and continuous improvement, striving for a future that's stronger, safer, and smarter. Fortive has been recognized as one of America's Most Responsible Companies, demonstrating its commitment to positive social and environmental impact.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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.