Channel Sales Manager

Overview

In this role you own and grow strategic partner-led accounts, driving revenue through joint planning, deal execution, and partner enablement. You are the primary owner of the partner-led sales motion, coordinating across functions to accelerate deal cycles and expand the partner ecosystem. You’ll develop partner capability, ensure accountability, and pursue scalable, high-impact outcomes aligned with Accruent’s mission. This is a fast-paced SaaS environment focused on real estate, facilities, and asset management.

Pay / Benefits

• dynamic, international team environment
• growth and development opportunities
• competitive remuneration
• inclusive culture
• growth without limits program

Responsibilities

• Own and expand a portfolio of strategic partner-led accounts to drive revenue growth
• Drive structured pipeline creation with partners including target account mapping and cross-sell/upsell identification
• Influence deal strategy and pricing for partner-led opportunities
• Conduct Quarterly Business Reviews (QBRs) with partners to assess performance and set growth priorities
• Drive forecast accuracy and ARR growth with focus on bookings, retention, and pipeline conversion
• Build and improve partner selling capability for independent positioning and progression of Accruent deals
• Recruit and manage a partner pipeline aligned to growth priorities and target profiles
• Onboard and enable partners, ensuring certification and readiness to sell Accruent solutions
• Scale partner motions regionally with tailored GTM approaches and enablement
• Collaborate cross-functionally with Sales, Product, Enablement, Services, Marketing, Deal Desk
• Apply Fortive Business System (FBS) to improve partner experience and internal processes
• Be highly involved with partners and customers on-site to uncover opportunities
• Drive cross-functional action to improve the partner channel

Key requirements

• 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
• Track record of exceeding quota targets
• Strong understanding of SaaS business models and metrics (ARR, ACV, renewals, pricing)
• Proven ability to own or drive full sales cycle (pipeline creation, deal strategy, pricing, quoting, close)
• Strong commercial and deal acumen including pricing strategy and negotiation
• Executive presence and ability to engage partner executives to align on strategy
• Experience in Salesforce for opportunities, accounts, activities, and reporting
• Data-driven mindset with experience using pipeline metrics and forecasting
• Self-starter capable of thriving in a fast-paced, complex SaaS environment
• Ability to travel up to 20% for QBRs and customer visits

• executive presence
• strong communication
• data-driven decision making
• Salesforce
• SaaS metrics (ARR, ACV, renewals)
• pipeline forecasting and visual management

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