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.
You Will
- 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.
What It Takes:
- Bachelor’s degree in business or related field or equivalent education and/or experience.
- 5+ years of experience OR 3+ years of Protolabs experience with Business to Business (B2B) Sales, ideally with Fortune 500 customers.
- Consistent high performer with proven record of growing sustainable customer business partnerships and strong internal Protolabs relationships.
- Demonstrated ability to develop and drive customer growth through projects, programs and agreements.
- Proactively build strong internal relationships across Protolabs’ 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.
- Well-versed in all of Protolabs’ service lines, understanding the manufacturing product life cycle, and how to connect customer needs with Protolabs’ capabilities in our full-service offering.
- Strong culture promoter who embodies Protolabs values.
- 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 Protolabs’ 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.
Education and Experience:
Knowledge, Skills, and Abilities:
What's In It For You:
- We offer a competitive total compensation package
- In addition, we offer competitive benefits including but not limited to:
- Health Insurance: Traditional OR High Deductible plan
- Flexible Spending Accounts
- Health Savings Account (including employer contributions)
- Dental and Vision
- Basic and Supplemental Life Insurance
- Short-Term and Long-Term Disability
- Paid caregiver leave
- You will receive PTO + Holiday Pay + Volunteer Hours
- 401k with company match and immediate vest
- Employee Stock Purchase Program
- And More!
Skills Required
- Bachelor's degree in business or a related field, or equivalent education and/or experience
- 5+ years of experience, or 3+ years of Protolabs experience, in B2B sales
- Experience with Fortune 500 customers
- Proven record of growing sustainable customer business partnerships
- Strong internal relationships and cross-functional collaboration skills
- Proficiency with CRM tools for sales process management and forecasting
- Understanding of manufacturing product life cycle and Protolabs service lines
- Strong verbal and written presentation and communication skills
- Technical aptitude for high-level manufacturing and engineering conversations
- Strong negotiation skills
- Self-motivated, results-driven approach focused on achieving or exceeding sales goals
- Ability to work onsite in Maple Plain, Minnesota, Tuesday through Thursday
- Must be a U.S. citizen, lawful permanent resident, or qualifying refugee or asylee due to ITAR regulations
Protolabs Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Protolabs and has not been reviewed or approved by Protolabs.
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Healthcare Strength — Medical, dental, and vision options are broadly available and described as good to excellent. Additional protections like short- and long-term disability and life insurance bolster the overall package.
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Leave & Time Off Breadth — A starting PTO allotment plus paid holidays, along with added wellness and volunteer time, is emphasized, with some roles noting PTO growth over tenure. Paid caregiver leave appears in postings and supports flexibility for life events.
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Retirement Support — A 401(k) with company match and immediate vesting is offered, supporting long-term savings. This foundation is frequently cited alongside core financial benefits as a strong element of total rewards.
Protolabs Insights
What We Do
Protolabs is the world's fastest digital manufacturing source for rapid prototyping and on-demand production. The technology-enabled company produces custom parts and assemblies in as fast as 1 day with automated 3D printing, CNC machining, sheet metal fabrication, and injection molding processes. Our digital approach to manufacturing enables accelerated time to market, reduces development and production costs, and minimizes risk throughout the product life cycle. 3D Printing Our 3D printing service offers a wide selection of materials and technologies to create prototypes and end-use parts with complex geometries and detailed features. With tight process controls, careful design reviews, and extensive quality monitoring, we ensure precise and repeatable 3D-printed parts, every time. CNC Machining We use 3- and 5-axis milling along with turning to machine parts from commercial-grade plastics and metals. Our online quoting system and automated manufacturing process enable us to ship parts within 24 hours, helping customers accelerate development and reduce time to market. Sheet Metal Fabrication Protolabs is an industry leader in quick-turn sheet metal parts for both prototyping and low-volume production. Our digital approach to manufacturing enables us to fabricate sheet metal parts in as fast as 5 days. Additionally, we can support our customers’ development efforts with component assemblies, several finish options, and screen printing. Injection Molding Our injection molding service offers two options—prototyping and on-demand manufacturing—which provide customers a tooling solution that aligns with their project’s requirements. It’s used for quick-turn prototyping, bridge tooling, and low-volume production of up to 10,000+ parts in 15 days or less.
