Channel Sales Manager

Accruent; Greater London; Hybrid; GBP 90,000 - 140,000; Full time

Job summary

Accruent is seeking a Strategic Partners Account Manager in Greater London to lead a portfolio of key partner-led accounts and drive revenue growth. You will own pipeline creation, deal strategy, pricing, and closing, while enabling partners to sell and scale Accruent solutions.

You will develop joint account plans, conduct QBRs, and ensure partner activation, certification, and ongoing performance. Travel up to 20% is expected.

Qualifications

• 10+ years in sales, partner, or account management with clear revenue ownership or influence.
• At least 3 years in partner channel management roles.
• Enterprise SaaS industry experience.
• Fluent in English plus at least one additional EMEA language.
• Track record of exceeding quota targets.
• Able to own the full sales cycle: pipeline, deal strategy, pricing, quoting and close.
• Strong commercial and deal acumen with partner incentives.
• Executive presence to engage partner executives and drive accountability.
• Experience in Salesforce owning opportunities, accounts, activities, and reporting.
• Willing to travel up to 20% for QBRs and customer visits.

Responsibilities

• 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 and cross-sell/upsell opportunities.
• Influence deal strategy and pricing for partner-led opportunities.
• Conduct Quarterly Business Reviews (QBRs) with partners to review performance and growth priorities.
• Drive forecast accuracy and revenue predictability with partners, focusing on bookings, ARR and pipeline conversion.
• Build and continuously improve partner selling capability and enablement.
• Develop and manage a partner recruitment pipeline aligned to growth priorities.
• Recruit new strategic partners to expand the ecosystem across regions.
• Scale partner motions regionally with tailored GTM messaging.
• Own partner onboarding and enablement outcomes, ensuring activation and certification.
• Track partner performance and drive cross-functional collaboration to close deals.
• Apply Fortive Business System (FBS) to improve partner experience and processes.
• Manage deal execution including quoting and order processes.
• Spend time on-site with partners and customers to uncover opportunities.

Skills

Strategic account management

Sales leadership

Pipeline management

Forecasting

Cross-functional collaboration

Tools

Salesforce

Job description

**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, kaizensNice 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.**Fortive Corporation Overview**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.**About Accruent**Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we’re proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.Accruent is a leading provider of solutions for unifying the built environment —spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [e-mail].**Bonus or Equity** This position is also eligible for bonus as part of the total compensation package.