[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.ResponsibilitiesWin New BusinessBuild 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 contactsConduct compelling service demonstrations and deliver tailored proposals that speak to IFM firms' operational priorities and the specific facility needs of the customers they serveWithin 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 SOLIDTrack all activity, pipeline, and IFM relationship status with precision in Salesforce; maintain a clean, current forecast at all timesMap 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 platformsIdentify 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 stageBuild 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 mostPosition 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 partnershipCreate 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 positioningLeverage industry associations (CoreNet Global, IFMA, BOMA, CREW, ISSA) as platforms for expanding your sphere of influence; active participation and committee leadership are strongly encouragedCollaborate 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 producesMaintain 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 oneEngage 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 promisedBring field operations leadership into IFM relationships where it matters—giving partners and customers direct confidence in SOLID's people and execution capabilityConduct 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 customersUse 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 platformProvide 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 strategySkillsCurrently 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 organizationsMinimum 5+ years of complex solution selling; sales cycles of 3–6 months or longer; average deal size exceeding $100,000 annuallyMinimum 10 years calling on or working with facility management professionals overseeing O&M budgetsDemonstrated 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 platformsEstablished regional or national relationships with 3rd party IFM management companiesMastery of consultative, value-based selling; ability to build a compelling business case in the partner's or customer's own financial and operational languageExceptional communication skills across all levels—C-suite to site supervisor—written and verbal; high emotional intelligence and sensitivity to organizational dynamicsStrong analytical thinking; comfortable using data to drive strategy and tell a value storyBachelor's degree in business or equivalent professional experience; must reside in territory near a major airport; travel 50%+Proficient in Microsoft Office SuiteActive membership in CoreNet Global, IFMA, BOMA, CREW, ALA, ISSA, or equivalent; committee or board-level participation strongly preferredSalesforce CRM experience strongly preferredCompany OverviewFounded in 1996 in Charlotte, NC, SOLID® Surface Care, Inc. It was founded in 1996, and is headquartered in Charlotte, North Carolina, USA, with a workforce of 501-1000 employees. Its website is https://www.solidcare.com.