Strategic Partners Account Manager

Strategic Partners Account Manager

Location: This role is available as Hybrid / Remote (Austin TX) or US remote for candidates located in one of the following metro areas):

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 4000 customers across 149 countries our cloud-based solutions enable organizations to optimize real estate facilities and asset managementdelivering real value through efficiency compliance and performance.

The Role
As a Strategic Partners Account Manager you will own and grow a portfolio of Accruents most important partner-led accounts. This is a revenue-owning role focused on driving pipeline executing deals and scaling the performance of Accruents partner ecosystem.

You are not a supporting resource to a sales teamyou 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 Youll 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 Accruents growth priorities and target profiles
• Recruit new strategic partners to expand our partner ecosystem with a focus on partners with SaaS capabilities
• 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 Were Looking For

Must have:

• 10 years of experience in sales partner or account management roles with clear revenue ownership or influence
• 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
• Ability to travel up to 20% for QBRs customer visits kaizens

Nice to have:

• Knowledge of Accruents 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

What We Offer

• A dynamic international team environment with colleagues across the globe.
• Opportunities to develop grow and build your success in a fast-moving SaaS company.
• Competitive remuneration and benefits package.
• An inclusive culture where new ideas and initiatives are welcomed and your work has real impact.