Senior Channel Account Manager

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

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👻 Ghost score 10%

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Fortive

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2016

🏥 Healthcare

🏭 Manufacturing

📦 Logistics

💰 Post-IPO Equity on 2020-03

Healthcare • Manufacturing • Logistics

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 partner-sourced revenue for eMaint across the Americas as the first dedicated hire on the eMaint Partner Network team • Manage a portfolio of referral, reseller, technology, and delivery partners • Build joint business plans with priority partners • Run quarterly business reviews and hold both sides accountable • Create pipeline through account mapping, competitive displacement campaigns, and allocated leads • Segment the partner portfolio by potential and performance • Co-sell and close partner deals with eMaint Account Executives and solution teams • Manage deal registration, partner quoting, pricing, and order flow • Coach partners on qualification, competitive positioning, and deal strategy • Forecast partner bookings weekly in Salesforce • Resolve channel conflict using program rules of engagement • Take new partners from signed agreement to first registered and closed deals • Drive sales and technical enablement for partners • Help reseller partners develop implementation and first-line support capabilities • Connect technology partners to joint solutions and referral opportunities • Recruit and qualify new partners using the maintenance, reliability, and asset management network • Prioritize recruitment to address industry, country, or language gaps in the Americas • Maintain partner records, pipeline, and activity in Salesforce and the partner portal • Track partner performance, pipeline, bookings, enablement status, and risks • Meet partners and customers in person • Bring partner feedback to Sales, Marketing, Product, Services, Sales Operations, and Legal • Document successful processes as standard work for future channel hires

🎯 Requirements

• 8 or more years in asset management, spanning CMMS, EAM, or maintenance and reliability • 5 or more years in channel or alliance management with ownership of a partner revenue number • Record of meeting or exceeding quota through resellers, referral partners, or systems integrators • Hands-on Salesforce experience managing opportunities, accounts, forecasts, deal registration, and reports • Experience running co-sell motions with direct Account Executives and resolving channel conflict • Skill in joint business planning and QBRs with partner owners and executives • Commercial judgment on pricing, discounting, partner margin, and incentive programs • Clear written and spoken communication, and presence to hold a partner executive accountable • Ability to work independently in a remote role and travel up to 35% • Bachelor's degree or equivalent experience • Residence and work authorization in the United States • Spanish language proficiency is nice to have • Experience managing partners in Latin America or the Caribbean is nice to have • Experience on an early-stage channel team is nice to have • Experience developing partners into implementation and support providers is nice to have • Existing network of consultants, integrators, or service providers is nice to have • Background selling to manufacturing, food and beverage, energy, life sciences, or facilities organizations is nice to have • Familiarity with lean or continuous improvement methods such as the Fortive Business System is nice to have

🏖️ Benefits

• Partner agreements, deal registration, partner portal, enablement content, rebate program, and lead allocation process are established • Fortive offers learning and growth opportunities • Equal opportunity employer • Reasonable accommodations for applicants with disabilities