Strategic Account Manager

Transcat•Irvine, CA

About The Position

The Strategic Account Manager is a senior, hunter-oriented enterprise sales professional responsible for creating net-new strategic business and expanding Transcat’s position within complex, multi-site organizations. The role engages senior executives and functional leaders in business-level discussions about risk, compliance, asset performance, operational continuity, cost, and enterprise standardization, then translates those priorities into differentiated solutions across Transcat’s calibration, metrology, product, asset management, reliability, validation, and related technical service portfolio. The successful candidate combines executive presence, disciplined prospecting, strategic account planning, commercial acumen, and cross-functional leadership. The role is expected to open doors, develop opportunities where limited or no relationship exists, shape complex enterprise pursuits, and secure long-term, profitable partnerships. It is not primarily an account-service or order-management role; day-to-day program execution is coordinated with Program Management, Customer Experience, Operations, and technical resources. The position pays $105,000–$125,000 plus commission. Transcat describes its work as meaningful and its culture as values-based, with flexibility, training and development, and competitive compensation and benefits. The role requires a bachelor’s degree or an accepted combination of education and relevant experience, and seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field. Travel to customer and Transcat locations is required as business needs require.

Requirements

Bachelor’s degree in business, engineering, science, or a related discipline; a combination of education and directly relevant experience may be considered.
Seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field.
Demonstrated enterprise sales and business development capability, with a strong record of creating opportunities, winning net-new customers, and expanding complex accounts.
Demonstrated success winning complex, multi-site, enterprise, or national business and engaging senior executives throughout the sales process.
Executive presence and ability to communicate with senior leaders in concise, credible, business-oriented terms.
Advanced discovery, consultative selling, account planning, stakeholder mapping, negotiation, presentation, and closing skills.
Ability to articulate value in terms of business risk, operational performance, compliance, productivity, and financial impact, beyond individual services or price.
Commercial and financial acumen, including pipeline management, forecasting, pricing, gross margin, contract economics, and return-on-investment concepts.
Ability to understand complex technical and operational environments and translate Transcat capabilities into clear enterprise value propositions.
Persistence, curiosity, self-direction, sound judgment, and comfort operating in ambiguity and through long, complex sales cycles.
Ability to lead through influence across functions, locations, and organizational levels.
Strong written communication, presentation development, organization, prioritization, and CRM discipline.
Proficiency with Salesforce, Microsoft 365, virtual collaboration tools, and business reporting platforms.
Ability to work for extended periods using a computer and standard office equipment.
Ability to communicate effectively in person and through virtual, written, and telephone channels.
Ability to travel by automobile and commercial transportation and work at customer and Transcat locations as business needs require.
Ability to occasionally move through office, laboratory, manufacturing, and customer environments while complying with applicable safety and access requirements.
Offers are contingent upon successfully completing all pre-employment requirements, including identity and employment eligibility verification and, when applicable, a motor vehicle driving record report.

Nice To Haves

Experience selling services, solutions, or programs into regulated, quality-driven, technical, or operationally complex environments is strongly preferred.
Experience in calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance is preferred.

Responsibilities

Build and execute a focused territory and target-account strategy based on ideal customer profile, market potential, competitive position, and Transcat’s ability to differentiate.
Generate net-new enterprise opportunities through executive outreach, referrals, industry networks, strategic events, targeted campaigns, and disciplined multi-channel prospecting.
Create access within accounts where Transcat has limited or no relationship, and develop opportunities across multiple sites, divisions, functions, and service categories.
Qualify opportunities based on customer need, business impact, decision process, competitive position, solution fit, revenue potential, margin, and probability of success.
Maintain sufficient qualified pipeline coverage to support assigned new-business, growth, and strategic-logo objectives.
Establish credibility with senior executives and leaders across relevant functions, and lead discovery conversations connecting customer priorities to measurable business outcomes.
Develop executive-level points of view, value hypotheses, business cases, presentations, and proposals tailored to each customer’s strategic and operational environment.
Navigate complex stakeholder groups, identify influence and decision dynamics, and build relationships across economic buyers, executive sponsors, technical validators, procurement, and end users.
Lead executive briefings, capability discussions, strategic workshops, business reviews, and partnership conversations.
Create and maintain actionable account plans, relationship maps, whitespace analyses, competitive assessments, and pursuit strategies for assigned targets and strategic customers.
Expand share of wallet by identifying unmet needs and introducing Transcat capabilities across its service and product offerings.
Pursue enterprise agreements, multi-site programs, national contracts, requests for proposal, renewals, and strategic partnerships.
Balance net-new logo acquisition with intentional expansion of selected strategic accounts while avoiding displacement into routine service-management activity.
Lead complex opportunities from qualification through solution development, proposal, negotiation, contract award, and structured handoff to implementation teams.
Coordinate operations, technical experts, program management, marketing, finance, legal, quality, and leadership to develop feasible, differentiated, and financially sound solutions.
Develop commercial strategies covering scope, pricing, margin, terms, implementation risk, customer commitments, and competitive positioning.
Maintain accurate opportunity stages, values, close dates, next steps, risks, contacts, and forecasts in Salesforce and related systems.
Provide concise executive reporting on pipeline quality, pursuit strategy, customer engagement, forecast, risks, and support required.
Monitor customer, industry, competitor, and market trends and convert insights into target lists, pursuit themes, and differentiated value propositions.
Represent Transcat professionally at customer locations, industry events, trade shows, conferences, and relevant professional networks.
Partner with regional sales, program management, customer experience, operations, technical teams, and specialty-market leaders; clarify ownership and ensure disciplined handoffs.
Share repeatable practices, market intelligence, and customer insights to improve enterprise selling capability across the organization.
Perform other duties and lead special projects as assigned.