Indirect GTM & Channel Leader
Fortive
full-time
Posted on:
Location Type: Remote
Location: Remote • Florida • 🇺🇸 United States
Visit company websiteJob Level
Senior
About the role
- Own and execute the global channel strategy for eMaint, aligned to company growth objectives.
- Design and operationalize partner-led and hybrid (direct + partner) GTM motions for eMaint.
- Build and manage a scalable partner program including segmentation, tiering, certification, enablement, and incentives.
- Recruit, onboard, and activate regional and global partners across EMEA, Americas, and APAC.
- Drive partner-sourced and partner-influenced pipeline and ARR.
- Establish clear rules of engagement, deal registration, and conflict management models.
- Ensure partners are enabled to sell, implement, and support eMaint successfully.
- Translate global strategy into actionable GTM plays by region, segment, and vertical.
- Partner with regional sales leaders to embed channel execution into territory and account plans.
- Align pricing guidance, packaging, and competitive positioning for partner-led sales.
- Work with Marketing to execute partner demand-generation programs and joint campaigns.
- Manage the full partner lifecycle: recruit → enable → co-sell → scale → renew.
- Define partner economics including margins, referral fees, and rebates.
- Track and improve partner productivity, time-to-first-deal, and time-to-productivity.
- Build strong working relationships with key strategic partners.
- Act as the global point of accountability for eMaint channel performance.
- Collaborate cross-functionally with Sales, Marketing, Product, Customer Success, Finance, and Operations.
- Influence regional teams and partners without direct line management authority.
- Contribute to annual planning, forecasting, and operating cadence for eMaint.
Requirements
- 8–12 years of experience in B2B SaaS or enterprise software.
- Proven experience building and scaling partner or channel programs.
- Strong understanding of SaaS GTM models, ARR economics, and pipeline management.
- Experience with CMMS, EAM, Asset Management, or industrial software strongly preferred.
- Experience working with geographically distributed teams and partners.
Benefits
- We Are an Equal Opportunity Employer
- Accommodations for applicants with disabilities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaSchannel strategypartner program managementGTM motionspipeline managementpartner economicsdemand generationforecastingoperational planningconflict management
Soft skills
relationship buildingcross-functional collaborationinfluence without authoritystrategic thinkingcommunicationleadershiporganizational skillsproblem-solvingnegotiationteam management