Indirect GTM & Channel Leader eMaint

Fortive•Bonita Springs, FL

About The Position

- Own and execute the global channel strategy for eMaint, aligned to company growth objectives. - Design and operationalize partner-led and hybrid (direct + partner) GTM motions for eMaint. - Build and manage a scalable partner program including segmentation, tiering, certification, enablement, and incentives. - Recruit, onboard, and activate regional and global partners across EMEA, Americas, and APAC. - Drive partner-sourced and partner-influenced pipeline and ARR. - Establish clear rules of engagement, deal registration, and conflict management models. - Ensure partners are enabled to sell, implement, and support eMaint successfully. Go-To-Market & Execution Focus - Translate global strategy into actionable GTM plays by region, segment, and vertical. - Partner with regional sales leaders to embed channel execution into territory and account plans. - Align pricing guidance, packaging, and competitive positioning for partner-led sales. - Work with Marketing to execute partner demand-generation programs and joint campaigns. Channel & Partner Management - Manage the full partner lifecycle: recruit → enable → co-sell → scale → renew. - Define partner economics including margins, referral fees, and rebates. - Track and improve partner productivity, time-to-first-deal, and time-to-productivity. - Build strong working relationships with key strategic partners. - Act as the global point of accountability for eMaint channel performance. - Collaborate cross-functionally with Sales, Marketing, Product, Customer Success, Finance, and Operations. - Influence regional teams and partners without direct line management authority. - Contribute to annual planning, forecasting, and operating cadence for eMaint.

Requirements

8-12 years of experience in B2B SaaS or enterprise software.
Proven experience building and scaling partner or channel programs.
Strong understanding of SaaS GTM models, ARR economics, and pipeline management.
Experience working with geographically distributed teams and partners.
Hands-on, execution-oriented GTM leader.
Strong commercial acumen and partner negotiation skills.
Data-driven with strong analytical and forecasting capabilities.
Clear communicator with the ability to align diverse stakeholders.
Comfortable operating in a fast-paced, scaling SaaS environment.

Nice To Haves

Experience with CMMS, EAM, Asset Management, or industrial software strongly preferred.

Responsibilities

Own and execute the global channel strategy for eMaint, aligned to company growth objectives.
Design and operationalize partner-led and hybrid (direct + partner) GTM motions for eMaint.
Build and manage a scalable partner program including segmentation, tiering, certification, enablement, and incentives.
Recruit, onboard, and activate regional and global partners across EMEA, Americas, and APAC.
Drive partner-sourced and partner-influenced pipeline and ARR.
Establish clear rules of engagement, deal registration, and conflict management models.
Ensure partners are enabled to sell, implement, and support eMaint successfully.
Translate global strategy into actionable GTM plays by region, segment, and vertical.
Partner with regional sales leaders to embed channel execution into territory and account plans.
Align pricing guidance, packaging, and competitive positioning for partner-led sales.
Work with Marketing to execute partner demand-generation programs and joint campaigns.
Manage the full partner lifecycle: recruit → enable → co-sell → scale → renew.
Define partner economics including margins, referral fees, and rebates.
Track and improve partner productivity, time-to-first-deal, and time-to-productivity.
Build strong working relationships with key strategic partners.
Act as the global point of accountability for eMaint channel performance.
Collaborate cross-functionally with Sales, Marketing, Product, Customer Success, Finance, and Operations.
Influence regional teams and partners without direct line management authority.
Contribute to annual planning, forecasting, and operating cadence for eMaint.