Senior Account Executive – Strategic Sales

This is a fully remote position, open to applicants in Arizona, +28 more states.

📋 Description

• Formulate and implement strategic account plans targeting large enterprises.

• Manage a designated portfolio of high-potential accounts by developing account strategies that align with business units, engineering teams, procurement departments, manufacturing decision-makers, executive sponsors, existing supplier relationships, program timelines, and pathways for expansion. Top achievers will anticipate account movements before the customer submits an RFQ.

• Generate and advance complex opportunities involving multiple stakeholders.

• Identify manufacturing challenges across prototype development, new product introductions, low-volume production, bridge production, and supply chain resilience scenarios. Navigate lengthy sales cycles that encompass engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval.

• Convert technical manufacturing obstacles into business value.

• Collaborate with clients to comprehend requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost factors, and production risks. Transform these requirements into distinct commercial value linked to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership.

• Spearhead cross-functional deal orchestration.

• Collaborate closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to create solutions that are sellable, deliverable, scalable, and renewable. Exceptional Strategic Account Executives will coordinate internal resources with discipline and urgency rather than merely "throwing opportunities over the wall."

• Cultivate executive-level relationships and pathways for account expansion.

• Establish credibility beyond the initial buying group by fostering relationships with VP-level and C-level leaders in engineering, supply chain, operations, product development, and procurement. Leverage early successes to broaden influence across divisions, product lines, geographies, and manufacturing categories.

• Manage commercial strategy, negotiation, and closing processes.

• Oversee pricing strategies, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations. Balance customer advocacy with Fictiv’s commercial objectives, ensuring that deals are strategically valuable, operationally feasible, and positioned for long-term growth.

• Uphold rigorous pipeline discipline and forecast accuracy.

• Develop a sufficient, qualified pipeline, manage opportunity stages meticulously, identify risks early, and maintain a dependable forecast. Excellence in this role demands both strategic creativity and operational discipline.

⛳️ Requirements

• 8+ years of B2B sales experience, with a minimum of 5 years focused on selling complex technical solutions to enterprise or strategic accounts.

• Proven track record of closing and expanding six and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth.

• Established history of consistently meeting or exceeding quotas in a long-cycle, consultative sales environment.

• Experience selling to organizations where buying decisions involve multiple functions, including engineering, procurement, supply chain, operations, finance, legal, and executive stakeholders.

• Working knowledge of technical manufacturing, engineering services, industrial supply chains, product development, or related technical fields.

• Ability to comprehend and discuss manufacturing requirements such as tolerances, materials, production processes, lead times, quality standards, DFM considerations, inspection needs, and supplier qualification.

• Strong command of enterprise sales methodologies, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling.

• Comfortable managing a territory or named-account portfolio with high expectations for pipeline creation, deal strategy, forecast integrity, and expansion.

• Experience selling manufacturing, supply chain, engineering, product development, industrial technology, or production services to enterprise clients.

• Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows.

• Previous success selling into aerospace, medical device, robotics, mobility, automotive, consumer electronics, industrial equipment, energy, or other engineering-intensive sectors.

• Experience in displacing incumbent suppliers or introducing a new operating model into conservative manufacturing organizations.

• Background utilizing MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks.

• Experience managing strategic accounts that incorporate both centralized procurement and decentralized engineering demand.

• Comfort operating within a fast-paced, technology-driven company where sales, operations, product, and supply teams must collaborate closely.

• Spend over 50% of your time out of the office engaging with customers.

• A BS in Engineering or a related technical degree is preferred.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• 401K plan.

• Monthly Virtual Work stipend for expenses such as food, internet, travel, pet care, and health and wellness.

• Annual Education stipend.

• Parental leave programs.

• Paid volunteer days.

• Comprehensive onboarding setup, including: standing desk, laptop, monitor, chair, and a stipend for additional items like headphones, blue light glasses, or any other ergonomic supplies you may need.

• And much, much more!