Senior Channel Account Manager

Fortive

. Own partner-sourced revenue for eMaint across the Americas as the first dedicated hire on the eMaint Partner Network team .

Posted 10/9/2026full-timeRemote • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in channel management and partner revenue generation, with a strong focus on joint business planning, sales enablement, and performance tracking. Proficient in Salesforce for managing partner relationships and forecasting bookings, while effectively communicating with partner executives.

Highest-signal resume keywords

Channel ManagementSalesforce ProficiencyJoint Business PlanningPartner Revenue GenerationCo-Sell Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Asset ManagementCMMSEAMDeal RegistrationForecastingCompetitive PositioningPricing StrategySales Pipeline ManagementPerformance TrackingImplementation Development

Soft Skills

Clear CommunicationAccountabilityIndependent WorkCoachingRelationship Building

Tools & Technologies

SalesforcePartner Portal

Industry Keywords

MaintenanceReliabilityAsset Management NetworkManufacturingFood and BeverageEnergyLife SciencesFacilitiesLean MethodsContinuous Improvement

About the role

Key responsibilities & impact

Own partner-sourced revenue for eMaint across the Americas as the first dedicated hire on the eMaint Partner Network team
Manage a portfolio of referral, reseller, technology, and delivery partners
Build joint business plans with priority partners
Run quarterly business reviews and hold both sides accountable
Create pipeline through account mapping, competitive displacement campaigns, and allocated leads
Segment the partner portfolio by potential and performance
Co-sell and close partner deals with eMaint Account Executives and solution teams
Manage deal registration, partner quoting, pricing, and order flow
Coach partners on qualification, competitive positioning, and deal strategy
Forecast partner bookings weekly in Salesforce
Resolve channel conflict using program rules of engagement
Take new partners from signed agreement to first registered and closed deals
Drive sales and technical enablement for partners
Help reseller partners develop implementation and first-line support capabilities
Connect technology partners to joint solutions and referral opportunities
Recruit and qualify new partners using the maintenance, reliability, and asset management network
Prioritize recruitment to address industry, country, or language gaps in the Americas
Maintain partner records, pipeline, and activity in Salesforce and the partner portal
Track partner performance, pipeline, bookings, enablement status, and risks
Meet partners and customers in person
Bring partner feedback to Sales, Marketing, Product, Services, Sales Operations, and Legal
Document successful processes as standard work for future channel hires

Requirements

What you’ll need

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
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 presence to hold a partner executive accountable
Ability to work independently in a remote role and travel up to 35%
Bachelor's degree or equivalent experience
Residence and work authorization in the United States
Spanish language proficiency is nice to have
Experience managing partners in Latin America or the Caribbean is nice to have
Experience on an early-stage channel team is nice to have
Experience developing partners into implementation and support providers is nice to have
Existing network of consultants, integrators, or service providers is nice to have
Background selling to manufacturing, food and beverage, energy, life sciences, or facilities organizations is nice to have
Familiarity with lean or continuous improvement methods such as the Fortive Business System is nice to have

Benefits

Comp & perks

Partner agreements, deal registration, partner portal, enablement content, rebate program, and lead allocation process are established
Fortive offers learning and growth opportunities
Equal opportunity employer
Reasonable accommodations for applicants with disabilities