Senior Channel Account Manager

Fortive • Everett, WA

1d • Remote

About The Position

This is a senior individual contributor role for someone who knows maintenance and reliability software, knows how partners make money, and wants to build something rather than inherit it. You will own partner-sourced revenue for eMaint across the Americas as the first dedicated hire on the eMaint Partner Network team. The role carries a quota, manages a portfolio of referral, reseller, technology, and delivery partners, and sets the standard for three more channel hires to follow in other regions. About 75% of your time goes to growing the partners we already have, mainly through resale. The other 25% goes to using your own network to bring in new partners that fill gaps in industry, geography, or capability. The program is young and growing fast. The foundation is in place: partner agreements, deal registration, a partner portal, enablement content, a rebate program, and a lead allocation process that routes target accounts to partners. Your job is to turn that foundation into predictable, repeatable partner revenue. Strategic alliance and distribution relationships that are still being built stay with the Indirect GTM Leader, so you can move quickly with partners who are already enabled and engaged.

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.
• A 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 the presence to hold a partner executive accountable.
• Ability to work independently in a remote role and to travel up to 35%.
• Bachelor's degree or equivalent experience.
• Residence and work authorization in the United States.

Nice To Haves

• Spanish language proficiency.
• Experience managing partners in Latin America or the Caribbean.
• Experience on an early-stage channel team where the program was still being built.
• Experience developing partners into implementation and support providers, not only resellers.
• An existing network of consultants, integrators, or service providers in maintenance, reliability, or industrial operations.
• Background selling to manufacturing, food and beverage, energy, life sciences, or facilities organizations.
• Familiarity with lean or continuous improvement methods such as the Fortive Business System.

Responsibilities

• Own a portfolio of Americas partners and the partner resell ARR (SaaS) and NRR (services or training) that come from it.
• Build a joint business plan with each priority partner: target accounts, pipeline goals, enablement milestones, and marketing commitments.
• Run quarterly business reviews that hold both sides accountable to the plan.
• Create pipeline with partners through account mapping, competitive displacement campaigns, and follow-up on leads eMaint allocates to them.
• Segment the portfolio by potential and performance, and put your time where it produces revenue.
• Work every partner deal as a co-sell with the eMaint Account Executive and solution team, with clear roles for the partner, the AE, and you.
• Manage deal registration, partner quoting, pricing, and order flow so deals move without friction.
• Coach partners on qualification, positioning against competing CMMS and EAM products, and deal strategy.
• Forecast partner bookings accurately in Salesforce every week.
• Resolve channel conflict early and fairly, using the program's rules of engagement.
• Take new partners from signed agreement to first registered deal, then to first closed deal.
• Drive completion of sales and technical enablement so partners can position, demo, and scope eMaint on their own.
• Help reseller partners progress from subcontracting implementation to eMaint toward delivering implementation and first-line support themselves.
• Connect technology partners to joint solutions and referral opportunities that sales teams can sell.
• Use your network in the maintenance, reliability, and asset management community to source partners that match the eMaint ideal partner profile.
• Qualify partner prospects on commitment, capability, and market access before they enter onboarding.
• Prioritize recruitment where the Americas map has gaps in industry, country, or language coverage.
• Keep partner records, pipeline, and activity current in Salesforce and the partner portal.
• Track partner performance with visual management: pipeline, bookings, enablement status, and risks.
• Spend time in person with partners and their customers to see problems and opportunities firsthand.
• Bring partner feedback to Sales, Marketing, Product, Services, Sales Operations, and Legal, and help fix the process gaps it exposes.
• Document what works as standard work so the next channel hires can adopt it.

Benefits

• The passion of a startup with the resources of a Fortune 500 company.
• Focused on the growth of our individual employees, teams and the Fluke brand.
• We use the proven Fortive Business System (FBS) to accelerate our positive impact.
• Limitless learning and growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree