Channel Sales Manager SaaS

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, 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 Accruent’s solutions