JOB SUMMARY
The Senior Manager, Strategic Accounts, is responsible for originating new strategic owner and enterprise client relationships while also expanding penetration, retention, and long-term value realization across an assigned portfolio. This role positions the Marriott Procurement Services Organization as a core commercial and value-creation platform by engaging and influencing owner and executive stakeholders, shaping account strategies, and increasing participation in Marriott’s procurement programs. The Senior Manager leads senior-level, owner-facing commercial engagement for strategic accounts, demonstrates strong executive presence, and builds trusted-advisor relationships that support complex decisionmaking, renewals, and expansion into additional brands, markets, and programs. The role also governs portfolio-level financial exposure and performance, and partners closely with Enterprise Procurement, Global Design, Development, Finance, and Brand teams to increase share of wallet, improve retention, and maximize enterprise value.
CANDIDATE PROFILE
Education and Experience
Required
• Minimum 8 years’ experience in the procurement, sales or account management field, preferably in the hospitality industry. • Ability to travel up to 50% Preferred • 4-year degree preferred or equivalent work experience within the industry.
CORE WORK ACTIVITIES
- Originate and convert new strategic owner and enterprise client opportunities by identifying decision makers, mapping stakeholders, and positioning Marriott procurement programs as a value-creation lever.
- Lead executive-level, owner-facing commercial discussions and presentations, articulating value drivers (cost advantage, scalability, speed-to-market, and risk mitigation) and securing commitment to participate.
- Drive expansion and renewal strategy across existing accounts, increasing share of wallet and adoption across brands, markets, and procurement programs.
- Own strategic account plans for a portfolio of strategic owners and enterprise clients, including acquisition targets, growth goals, retention risks, and executive engagement cadence.
- Partner closely with Enterprise Procurement, Global Design, Development, Finance, Brand, and Sales stakeholders to align account strategies with owner pipelines, conversion activity, and portfolio planning.
- Negotiate complex commercial terms with suppliers and service partners to ensure pricing, capacity, and service models meet strategic account needs and enterprise objectives. • Govern portfolio-level financial exposure and performance for strategic accounts, including forecasting, volume trends, margin considerations, and management of $40–$50M in annual financial risk.
- Oversee supplier ecosystem performance supporting strategic accounts, ensuring FF&E and OS&E partners can deliver consistent service, quality, and scalability across multi-property portfolios. Resolve high-impact commercial issues involving owners, suppliers, and internal stakeholders to protect revenue, relationships, and longterm account value.
- Represent the procurement programs business in enterprise pipeline, planning, and governance forums; provide insight on account strategy, financial viability, and growth opportunities.
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Advance enterprise capabilities by standardizing scalable, repeatable account-based offerings, playbooks, and owner engagement models that improve adoption and owner satisfaction.
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
Skills Required
- Minimum 8 years' experience in procurement, sales or account management
- Ability to travel up to 50%
- 4-year degree preferred or equivalent work experience
Marriott International Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Marriott International and has not been reviewed or approved by Marriott International .
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Retirement Support — Retirement programs include a 401(k) with a company match and related financial wellness resources seen as competitive. This support is complemented by savings tools that reinforce long-term financial security.
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Healthcare Strength — Health coverage offers flexible medical plans, disability and life insurance, and access to mental health and wellness resources. Short-term disability and basic life coverage are described as included for many full-time hourly roles.
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Wellbeing & Lifestyle Benefits — Travel and lifestyle perks include substantial hotel, food and beverage, spa, retail, and golf discounts for employees and families. Additional programs like tuition assistance and wellness initiatives reinforce non-cash value.
Marriott International Insights
What We Do
Marriott International, Inc. is based in Bethesda, Maryland, USA, and encompasses a portfolio of more than 7,500 properties in 30 leading hotel brands spanning 132 countries and territories. Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott. Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws. Community Guidelines: We reserve the right to remove without any notice content that we determine in our sole discretion is offensive or illegal, contains personally identifiable information, trademarks or copyrights belonging to a third party, advertises a third party’s products or services, or is otherwise inappropriate. Application Tips: We encourage job seekers to protect themselves from email and recruiting scams. Please note: 1) We do not accept applications via email or fax; 2) We never ask for money as part of the application process; 3) We only contact job applicants from approved email domains. Please find more information about Marriott International’s job application process and approved email address domains here: http://www.careers.marriott.com/tips-for-applying/
