The Role
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 Strategic Account Manager!
This is a hybrid role being onsite in Maple Plain, MN on Tuesday, Wednesday, and Thursday.
A Strategic Account Manager (SAM) is responsible for managing one to three Top 50 enterprise customers. The primary responsibility of this role is to meet and exceed the annual bookings quotas as established by the company, ensuring that all strategic initiatives and customer engagements align with this critical objective. The SAM is dedicated to driving Protolabs' growth by bringing highly vetted programs that push Protolabs to expand our offerings and capabilities to develop, support, and grow our largest revenue producing customers. As one of Protolabs’ top revenue generating salespeople, the SAM is expected to make a significant impact on our customers' businesses by providing innovative solutions that enhance efficiency and profitability for mutual benefit of both the customer and Protolabs. The SAM is considered a trusted advisor to the customer and a consultative manufacturing advisor, whom customers rely on by delivering unparalleled solutions at unprecedented speeds.
Duties and Responsibilities:
- Develops multi-year strategy for the account's organization through business plans, reviews and other customer strategy meetings with senior leadership.
- Creates an account budget and strategic account plan that will guide the direction of the account over a 2–3-year horizon.
- Aligns with customer KPI’s and utilizes Protolabs business analytics (technology, SFDC, DOMO, best practices, etc.) for the customer at the whole organizational level.
- Anticipates the customer's needs to provide solutions and penetrate the account. Sells across all service lines and aligns the customer to Protolabs full product life cycle capabilities to create competitive advantage.
- Introduces innovative, strategic manufacturing ideas across product life cycles for co-creating competitive advantage for the customer.
- Creates andPursues individual development.
- Provides input and guidance for other team members for the purposes of succession planning and ensuring appropriate resources for account.
- Identifies key customer contacts at multiple levels across multiple departments including corporate senior executive leadership, champions and coaches.
- Leads and leverages necessary internal resources.
- Clearly defines and communicates responsibilities for account team and organizes multiple internal functions.
- Accountable for operational results and connected to operational excellence but spends minimal time on day-to-day account operations or on account administration.
- Aligns Protolabs to the account's entire organization which may touch multiple services, locations, product life cycle, and geographies.
- Primarily focused on growth and strategy of between 1 to maximum 3 accounts as a trusted advisor to the customer. Involved in strategic direction and decisions of account.
- Creates a world class experience to contacts who engage with Protolabs for the first time.
- Perform other related duties as assigned.
What It Takes:
- Bachelor’s degree in business or related field or equivalent education and/or experience
- 8+ years of experience managing large enterprise complex B2B accounts, preferably working with Fortune 500 customers.
- Demonstrated ability to develop and drive enterprise level programs and agreements with strategic customers that significantly grow sustainable business partnerships.
- Fluent in how to proactively grow customer relationships across business units, locations, and personas to develop multiple coaches and champions as part of strategic business, partnership and growth plans.
- Understands all of Protolabs’ service lines and exemplifies what good looks like in introducing our products to all levels in a customer’s organization.
- Skilled at co-creating innovative value with customers and knows how to effectively negotiate to bring win-win solutions for mutual benefit.
- Deep understanding of customer value propositions and consistently articulates how Protolabs’ solutions can improve their customer’s corporate initiatives and business objectives.
- Strong culture champion that elevates accountability of others and embodies Protolabs values: We are one team. We are kind. We are makers. We win or we learn. We take ownership.
- Proactively builds strong internal relationships across Protolabs’ ecosystems with identified partners in the cross- functional team.
- Identifies, develops and executes new strategic business programs and capabilities in partnership with strategic customers to drive long term growth both with their own customers as well as assist others within same customer vertical where appropriate.
- Mastery of the sales process and techniques such as strategic planning, and company products/ services with a proven track record of over-achievement
- Consistent ability to proactively source leads and identify new business opportunities and maintain a robust pipeline.
- Excellent presentation and communication skills, both verbal and written at all levels inside and outside the organization.
- Proficient problem solving and negotiation skills for project requirements, customer documentation conversations, and difficult financial conversations.
- Technical aptitude for engaging in high-level conversations related to manufacturing and engineering, beyond the aptitude of Protolabs current offerings.
- Demonstrates a growth mindset with a continuous improvement lens. Self-motivated and results-driven, with a dedicated focus on achieving/exceeding sales goals.
- Extensive experience with CRM tools for managing the sales process and forecasting to provide further insight into other department stakeholders.
- Early adapt to new initiatives and demonstrate creative thinking outside the box.
- Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.
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!
The base salary range for this role is $67,000-$89,300 USD/year + Variable = Total Cash range of $150,000 - $190,000 USD/year.
Protolabs offers a competitive total rewards package, and compensation mix vary based on position, such as base wage, as well as other earnings including incentives and commissions. Actual pay offered will vary depending on multiple factors which may include, without limitation, job function, work experience, specialized skills, training, education, and certifications.
Proto Labs maintains ITAR-compliant operations in all of our United States based facilities. Due to ITAR regulations, this role is only open to U.S. Citizens, lawful permanent residents (green card holders) or foreign nationals granted refugee or asylee status. Individuals with temporary visas (e.g. E, F-1, H-1, H-2, L, B, J, TN or OPT) are not eligible for hire in this role.
Proto Labs, Inc. is an Equal Opportunity Employer
Physical Demands:
While performing the essential duties of this job, the employee is regularly required to sit; use a computer keyboard, monitor and mouse, telephone and printer; reach with hands, and arms, talk, see and hear. The employee is occasionally required to stand, walk, stoop or kneel and must occasionally lift and/or move up to 25 pounds.
Work Environment:
Indoors (A/C); nonsmoking; the majority of this job function is performed in an office setting requiring normal safety precautions. However, there may be job duties that require the employee to spend time in the manufacturing areas exposed to machinery and noise; eye protection occasionally required. Occasionally works in outside weather conditions. Occasionally works near moving mechanical parts and in high, precarious places and is occasionally exposed to wet and/or humid conditions, fumes or airborne particles, toxic or caustic chemicals, risk of electrical shock and vibration. The noise level in the work environment is usually quiet to moderate.
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The Company
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.
