Senior Account Manager

Proto Labs•Maple Plain, MN

3d•Hybrid

About The Position

Be yourself at Protolabs Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. We are an equal opportunity employer, and we are committed to building a diverse team that feels they are valued in the workplace. So do you feel you do not meet every single requirement but still intrigued? We encourage you to still apply! You can help make our company even better. We do not discriminate based on race, color, national origin, sexual orientation, gender, age, mental or physical ability, or any way you represent yourself. We strongly believe diversity makes for more successful teams. Why Protolabs? We are the leaders in digital manufacturing. We hire doers, makers, and creative thinkers who tackle our roles with an entrepreneurial spirit. Our culture is centered around meaningful work that brings new and innovative products to market at unprecedented speeds. We are a diverse team that comes from all walks of life and take pride in our team who is smart, genuine, humble, and passionate about what we do. It's our people who fuel our creativity and make our culture feel like home. Join our team as a Senior Account Manager! This is a hybrid role being onsite Tuesday, Wednesday, and Thursday in Maple Plain, MN. The role of Senior Account Manager (SRAM) at Protolabs is responsible for managing between 30 to 40 high value accounts. SRAM is tasked with selling services, acting as a key point of contact, and focusing on customer satisfaction, retention, and business growth for complex accounts. The SRAM is dedicated to driving Protolabs' growth by deeply understanding the customer's business initiatives, needs, and challenges, and by leveraging Protolabs' service line solutions to co-create innovative solutions. With a strong emphasis on building coaches and champions throughout the customer organization, the SRAM will play a pivotal role in expanding customer wallet share while enhancing efficiency and profitability for the mutual benefit of both the customer and Protolabs. SRAM is skilled in utilizing customer-centric tools, training, and the Protolabs' cross-functional ecosystem to deliver the best solutions .

Requirements

Bachelor's degree in business or related field or equivalent education and/or experience.
5+ years of experience in Business to Business (B2B) sales, ideally with Fortune 500 customers OR 3+ years of Protolabs B2B selling experience
Consistent high performer with proven record of growing sustainable customer business partnerships and strong internal relationships.
Demonstrated ability to develop and drive customer growth through projects, programs, and agreements.
Proactively build strong internal relationships across company ecosystems with identified partners in the cross-functional team.
Proactively identify, build, and maintain relationships with customer coaches and champions to provide creative solutions and resolve customer conflicts.
Proficient with CRM tools for managing the sales process and forecasting to provide further insight into other department stakeholders.
Consistent ability to proactively source leads and identify new business opportunities by maintaining a robust pipeline.
Strong presentation and communication skills, both verbal and written at most levels inside and outside the organization.
Technical aptitude for engaging in high-level conversations related to manufacturing and engineering.
Proficient understanding of customer value propositions and consistently articulates how company solutions can improve their customer's corporate initiatives and business objectives.
Demonstrates a growth mindset with a continuous improvement lens.
Self-motivated and results-driven, with a dedicated focus on achieving/ exceeding sales goals.
Strong negotiation skills for project requirements, customer documentation conversations, and difficult financial conversations.
Adopt new initiatives and demonstrate creative thinking outside the box.
Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.

Responsibilities

Proactively drives, organizes and facilitates business reviews and other customer meetings.
Aligns with customer KPI's and utilizes Protolabs business analytics (technology, SFDC, DOMO, best practices, etc.) within various levels of the customer's product life cycle & service lines.
Understands customer's business and uses that knowledge to provide solutions to penetrate the account.
Sells across all service lines and aligns the customer to Protolabs full product life cycle capabilities to create competitive advantage.
Fluent in key value propositions and customer bottleneck/objections and can map a product life cycle supply chain from source to end customer.
Pursues individual development.
May provide input and guidance for other team members.
Identifies key customer contacts: both champions and coaches, at multiple levels across multiple departments.
Leads and leverages account for team members(s) and other internal resources toward achieving customer expectations and growing account value.
Accountable for operational results and connected to operational excellence but spends less than 50% of time on day-to-day account operations.
Manages and grows accounts for multiple service lines and customer locations.