Channel Sales Manager

Accruent; Greater London; On-site; GBP 85,000 - 125,000; Full time

Benefits offered by this job

Competitive pay

Benefits package

Global team

Job summary

Accruent is seeking a Strategic Partners Account Manager to own and grow a portfolio of partner-led accounts, driving pipeline, closing opportunities, and managing renewals. You will enable partners to sell Accruent solutions and scale the partner ecosystem across regional markets.

You will lead pipeline strategy, deal positioning, pricing discussions, and cross-functional collaboration with Sales, Product, Enablement, Services and Marketing to achieve growth targets and revenue expansion.

Qualifications

• 10+ years of experience in sales, partner, or account management with revenue ownership or influence.
• Fluent in English plus at least one additional EMEA language to engage regional partners and customers.
• Proven track record of exceeding quota targets and managing full sales cycles.

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, new logos, and cross-sell/upsell identification.
• Influence deal strategy and pricing for partner-led opportunities.
• Conduct QBRs with partners to assess performance and align on growth priorities.
• Drive forecast accuracy and revenue predictability with partners, focusing on bookings, ARR growth, retention and pipeline.
• Build and improve partner selling capability so partners can independently position and progress Accruent deals.
• Develop and manage a partner recruitment pipeline aligned to growth priorities and target profiles.
• Recruit new strategic partners to expand our ecosystem with SaaS capabilities.
• Scale partner motions regionally with local market adaptations.
• Own onboarding and enablement outcomes, ensuring partners are activated and certified.
• Drive accountability for partner enablement through onboarding and certifications.
• Track partner performance with daily visual management for visibility into pipeline and risks.
• Apply Fortive Business System to improve partner experience and internal processes.
• Accountable for partner deal execution including quoting and orders.
• Spend time in-person with partners and customers to uncover opportunities.

Skills

Partner management

Sales leadership

SaaS knowledge

Forecasting & metrics

Deal strategy

Pricing negotiation

Salesforce

Cross-functional collaboration

English + EMENA language

Travel readiness

Tools

Salesforce

Job description

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.

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 partner selling capability, ensuring partners can independently position, scope, and progress Accruen 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
• 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

Nice To Have

• Prior experience managing partners in at least 2+ EMEA countries or regions, with demonstrated success adapting strategy across markets
• Knowledge of Accruen’s solutions
• Industry experience from enterprise SaaS companies (e.g., Adobe, SAP, HubSpot, AWS)
• 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.

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].

This position is also eligible for bonus as part of the total compensation package.