Senior Account Executive, Procurement

The Senior Account Executive is a strategic and results-oriented professional responsible for managing and growing a portfolio of key accounts, with a specific focus on navigating and influencing the procurement process. This role requires a deep understanding of enterprise-level sales cycles, complex contract negotiations, and the internal workings of procurement departments. The ideal candidate will be an expert at building relationships with procurement leaders, sourcing managers, and other key stakeholders to secure long-term, profitable partnerships. This will also include developing an understanding of their need for prototype parts through to production needs. You will demonstrate the higher value of our offer and grow our share of business. 

Account Management & Growth:

• Serve as the primary point of contact for a portfolio of strategic accounts, ensuring high levels of customer satisfaction and retention.
• Identify and cultivate new business opportunities within existing accounts by understanding their evolving needs and challenges.
• Develop and execute strategic account plans to achieve and exceed sales targets and business objectives.
• Lead quarterly business reviews (QBRs) and other regular check-ins to demonstrate value, report on performance, and identify areas for growth.

Procurement Expertise:

• Act as the company's expert on the procurement landscape, including understanding RFPs, RFIs, RFQs, and other sourcing processes.
• Build and maintain strong relationships with procurement professionals, including CPOs, VPs of Sourcing, and purchasing managers.
• Strategically navigate procurement organizations to gain insights, identify decision-makers, and influence the selection process.
• Work closely with internal teams (Legal, Finance, Product) to ensure proposals, contracts, and pricing are aligned with procurement requirements and company standards.

Sales & Negotiation:

• Own the end-to-end sales cycle, from initial outreach and discovery to proposal, negotiation, and closing.
• Develop compelling and data-driven presentations and proposals that clearly articulate the value proposition and ROI.
• Lead complex contract negotiations, demonstrating an ability to manage pricing discussions, terms and conditions, and service level agreements (SLAs).
• Accurately forecast sales and revenue projections for your accounts and contribute to team forecasting efforts.

Cross-Functional Collaboration:

• Collaborate with internal teams to ensure a seamless customer experience.
• Serve as the voice of the customer, providing valuable feedback to product and engineering teams to inform the product roadmap.
• Mentor and guide junior team members on best practices for engaging with procurement professionals.

Qualifications:

• 7+ years of sales experience in a closing and quota carrying role
• 3+ years of experience selling technical products or services into enterprise level customers (Fortune 500)
• Demonstrated experience in a role where procurement was a primary focus
• Proven ability to manage complex sales cycles and navigate large, matrixed organizations
• A demonstrated knowledge of manufacturing or engineering is highly preferred
• High proficiency with in-person and virtual presentations with customers
• Proficiency in programs such Google Suite, Microsoft Office Suite, Zoom/WebEx/GoToMeeting
• CRM experience with Salesforce or similar systems
• Prospecting and sales planning skills
• Excellent communication and presentation skills; written and verbal
• Strong negotiation skills and results driven
• Ability to work well in a fast-paced high growth environment
• Ability to travel up to 30-50% of the time
• Bachelor’s degree preferred in Business, Engineering, or related field

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