About The Position
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.
Requirements
- 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
Nice To Haves
- Prior experience managing partners in at least 2+ EMEA countries or regions, with demonstrated success adapting strategy across markets
- Knowledge of Accruent’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
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 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 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
Benefits
- Competitive remuneration and benefits package.
- An inclusive culture where new ideas and initiatives are welcomed, and your work has real impact.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
