[Hiring] Senior Channel Account Manager @Fortive

Role Description

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 with a foundation in place: partner agreements, deal registration, a partner portal, enablement content, a rebate program, and a lead allocation process.
• Your job is to turn that foundation into predictable, repeatable partner revenue.
• 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.

What you will do

• Grow existing partners (about 75%):
  • 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.
• Co-sell and close:
  • 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.
• Build partner capability:
  • 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.
• Recruit new partners (about 25%):
  • 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.
• Run the operating rhythm:
  • 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.

What success looks like

• First 30 days:
  • You have met every active Americas partner, completed eMaint product and partner enablement, and reviewed the open partner pipeline deal by deal.
• First 90 days:
  • The portfolio is segmented, the top partners have signed joint business plans, the first QBR cycle is complete, and your forecast is trusted.
• First 6 months:
  • Partner-sourced pipeline is growing quarter over quarter, more partners have closed their first deal, and at least two new partners recruited from your network are in onboarding.
• First 12 months:
  • You have met or exceeded your partner resell ARR and NRR targets, and the playbook you built is the template for the next regional channel hires.

Qualifications

• 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. Channel experience is preferred.
• 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 have

• 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.