[Remote] Strategic Account Manager

Note: The job is a remote job and is open to candidates in USA. SOLID Surface Care, Inc. is seeking an exceptional Strategic Account Manager (SAM) to lead their Integrated Facilities Management (IFM) channel strategy. The SAM will cultivate relationships with national IFM service providers and be responsible for generating demand, removing obstacles, and building influence across IFM platforms.

Responsibilities

• Win New Business
• Build and maintain a dynamic pursuit list of top IFM firms, regional operators, and customer targets; drive 3–5 first appointments per week with top-20 IFM decision-makers, procurement leads, and operations contacts
• Conduct compelling service demonstrations and deliver tailored proposals that speak to IFM firms' operational priorities and the specific facility needs of the customers they serve
• Within target IFM organizations, identify and pursue vertical market leads—contacts who own specific sectors such as technology, healthcare, critical environments, or industrial—as distinct entry points for SOLID
• Track all activity, pipeline, and IFM relationship status with precision in Salesforce; maintain a clean, current forecast at all times
• Map target IFM organizations from the top down—identify who approves preferred vendor lists, who influences specs at the site level, and who drives strategic vendor decisions—then build SOLID's approved and preferred partner status within their procurement platforms
• Identify and develop co-selling opportunities where IFM partners actively introduce and endorse SOLID; maintain deep awareness of contract structures and procurement processes to position SOLID advantageously at every stage
• Build and nurture relationships across all levels of target IFM firms—national account leaders, regional directors, procurement managers, and site-level facility managers—investing deeply in understanding their business priorities so SOLID's value proposition aligns to what matters most
• Position SOLID as a strategic partner and trusted expert; build relationships wide and deep enough within each IFM firm that no single personnel change disrupts the partnership
• Create demand pull in the broader market—develop visibility and credibility with facility and operations leadership at key customer accounts, represent SOLID at industry events and association forums, and bring competitive market intelligence back to sharpen SOLID's positioning
• Leverage industry associations (CoreNet Global, IFMA, BOMA, CREW, ISSA) as platforms for expanding your sphere of influence; active participation and committee leadership are strongly encouraged
• Collaborate closely with fellow SAMs—generating demand and removing obstacles through IFM relationships, then transferring fully-contextualized opportunities to SAM peers with the intelligence they need to close; your success is measured by the outcomes your entire sphere produces
• Maintain a structured communication rhythm with Sales leadership, Operations, and Delivery teams—sharing customer expectations, IFM relationship dynamics, and service requirements well in advance so that execution is flawless from day one
• Engage Finance early on complex proposals; partner with Marketing to share IFM channel insights and competitive intelligence; keep Customer Success informed on new accounts and commitments made so that onboarding reflects exactly what was promised
• Bring field operations leadership into IFM relationships where it matters—giving partners and customers direct confidence in SOLID's people and execution capability
• Conduct regular Executive Business Reviews with key IFM contacts: document what SOLID has delivered, what is coming next, and how it is moving the needle for their business and their customers
• Use data and operational metrics to tell SOLID's value story; proactively surface and resolve service delivery issues before they become relationship issues, and identify expansion opportunities—new geographies, service lines, and customer accounts within the same IFM platform
• Provide regular, accurate pipeline and relationship updates to sales leadership; communicate IFM market intelligence—trends, competitive moves, and emerging needs—to inform SOLID's service development and go-to-market strategy

Skills

• Currently holds a Strategic, National, or Global Accounts Manager title with an active national territory—or brings a deep IFM industry network with demonstrated ability to open doors at the procurement and senior leadership level of major outsourced IFM organizations
• Minimum 5+ years of complex solution selling; sales cycles of 3–6 months or longer; average deal size exceeding $100,000 annually
• Minimum 10 years calling on or working with facility management professionals overseeing O&M budgets
• Demonstrated experience building strategic relationships with national IFM service providers (CBRE, JLL, Cushman & Wakefield, Colliers, or similar) and proven track record of earning preferred vendor or approved partner status within IFM procurement platforms
• Established regional or national relationships with 3rd party IFM management companies
• Mastery of consultative, value-based selling; ability to build a compelling business case in the partner's or customer's own financial and operational language
• Exceptional communication skills across all levels—C-suite to site supervisor—written and verbal; high emotional intelligence and sensitivity to organizational dynamics
• Strong analytical thinking; comfortable using data to drive strategy and tell a value story
• Bachelor's degree in business or equivalent professional experience; must reside in territory near a major airport; travel 50%+
• Proficient in Microsoft Office Suite
• Active membership in CoreNet Global, IFMA, BOMA, CREW, ALA, ISSA, or equivalent; committee or board-level participation strongly preferred
• Salesforce CRM experience strongly preferred

Company Overview