Sr. Account Manager

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 (Aerospace/Defense)!

This is a hybrid role being onsite in Maple Plain, MN on Tuesday, Wednesday, and Thursday.

A Strategic Account Manager is responsible for management within the Aerospace/Defense group, managing large Prime 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.

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: Education and Experience:

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.

Knowledge, Skills, and Abilities:

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.

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!

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.