Strategic 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!

This is a hybrid role based out of Maple Plain, MN or remote based out of CA.

The role of a Strategic Account Manager at Protolabs is to be a consultative manufacturing advisor, whom customers rely on by delivering unparalleled solutions at unprecedented speeds. Expected to make a significant impact on our customers' businesses by providing innovative solutions that enhance efficiency and profitability. The Strategic Account Manager role 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.

• Lead a portfolio of key strategic accounts and drive their long-term growth through the development and execution of Strategic Account plans for selected accounts and industry verticals.
• Develop key executive relationships and introductions with key customers to grow strategic partnership between Protolabs and identified strategic account partners.
• Provide key customer roadmap insights and industry trends for their customers and specific industry verticals to help Protolabs develop new products, services, and offerings to win additional market share.
• Provide leadership and mentorship to other account managers in similar industries and verticals to help grow Protolabs overall business.
• Work with Product, PSL, Marketing, Factory and Network internal partners to develop Protolabs roadmap of solutions in their primary industry verticals.
• Consistently created and achieved strategic account objectives that have driven results over quota.
• Identification of gaps within manufacturing processes that are solvable with support from leveraging relationships with key internal stakeholders.
• Execution of interpreting and negotiating of customer specific or vertical requirements pertaining to Quality Agreements, Master Service Agreements, and other legal binding documents.
• Forge strong relationships with senior level decision makers and influencers that drives Protolabs supplier integration into the customers NPD and production business strategy.
• Identify, prioritize, and target new contacts within assigned customer base.
• Create new NBOs and close NBOs to a sale.
• Expand Sales at existing customers to meet established revenue goals.
• Prepare and present to customers to educate, increase awareness and drive new business.
• Proactively assess and clarify customer needs on an ongoing basis and seek ways to improve differentiation.
• Continually seek to improve work processes and individual performance.
• Adhere to all company policies and operational procedures.
• Perform other related duties as assigned.

• Bachelor’s Degree in business or related field
• 8+ years of experience with B2B managing large enterprise complex accounts.
• Demonstrated ability to develop and drive enterprise level programs and agreements with strategic customers that significantly grows business.
• Identifies, develops and executes new strategic business programs and capabilities in partnership with strategic customers to drive long term growth both with their customers and others in the same market space.
• Develops and nurtures key strategic and leadership contacts at across their customer base and protolabs leadership as part of strategic business, partnership and growth plans.
• Engages and manages their customers partnership in key Protolabs development programs and new initiatives.
• 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.
• Excellent 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.
• Self-motivated and results-driven, with a dedicated focus on achieving sales goals.
• Proven ability to build and maintain influential relationships with key decision makers.
• Extensive experience with CRM tools for managing the sales process and forecasting to provide further insight to other department stakeholders.
• Has shown execution in bringing key internal stakeholders into customer solutions that may require corporate investments.
• Strong culture champion that elevates accountability of others
• Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.
• Strong understanding of value proposition and consistently articulates how Protolabs’ solutions can improve their customer’s corporate initiatives and business objectives.

• 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 $85,000-$137,800 USD/year with an OTE range of $150,000 - $225,00 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.