Senior Account Executive – Strategic Sales
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Job Description
Senior Account Executive for MedTech, Aerospace, and Robotics at Fictiv. Driving B2B sales with complex technical solutions and high-value partnerships.
Responsibilities:
- Develop and execute strategic account plans for large enterprise targets
- Own a defined portfolio of high-potential accounts and build account strategies that map business units, engineering teams, procurement groups, manufacturing decision-makers, executive sponsors, current supplier relationships, program timelines, and expansion paths
- Create and progress complex, multi-stakeholder opportunities
- Identify manufacturing pain points across prototype, new product introduction, low-volume production, bridge production, and supply chain resiliency use cases
- Navigate long sales cycles involving engineering validation, supplier qualification, procurement scrutiny, legal review, quality requirements, and executive approval
- Translate technical manufacturing challenges into business value
- Work with customers to understand requirements related to CNC machining, injection molding, sheet metal fabrication, additive manufacturing, tolerances, materials, inspection, DFM, lead times, cost drivers, and production risk
- Convert those requirements into clear commercial value tied to speed-to-market, engineering throughput, supply continuity, working capital efficiency, and total cost of ownership
- Lead cross-functional deal orchestration
- Partner closely with applications engineering, sourcing, manufacturing operations, customer success, quality, finance, and leadership to design solutions that can be sold, delivered, scaled, and renewed
- Build executive-level relationships and account expansion pathways
- Establish credibility beyond the initial buying group by developing relationships with VP-level and C-level leaders in engineering, supply chain, operations, product development, and procurement
- Own commercial strategy, negotiation, and closing
- Drive pricing strategy, business cases, proposals, MSAs, supplier onboarding, enterprise agreements, and complex negotiations
- Maintain rigorous pipeline discipline and forecast accuracy
- Build a sufficient, qualified pipeline, manage opportunity stages with precision, identify risks early, and maintain a reliable forecast.
Requirements:
- 8+ years of B2B sales experience, with at least 5 years selling complex technical solutions into enterprise or strategic accounts
- Demonstrated success closing and expanding six- and seven-figure annual contract value opportunities, with direct involvement in multi-million-dollar account growth
- Proven record of consistently meeting or exceeding quota in a long-cycle, consultative sales environment
- Experience selling into 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 domains
- Ability to understand 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 methodology, account planning, pipeline management, deal qualification, mutual action plans, and executive-level selling
- Comfortable owning a territory or named-account book 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 customers
- Familiarity with CNC machining, injection molding, sheet metal, urethane casting, additive manufacturing, or precision manufacturing workflows
- Prior success selling into aerospace, medical device, robotics, 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 using MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales frameworks
- Experience managing strategic accounts that include both centralized procurement and decentralized engineering demand
- Comfort operating in a fast-moving, technology-enabled company where sales, operations, product, and supply teams must work tightly together
- Spend over 50% of your time out of the office in front of customers
- BS in Engineering or a technical degree preferred.
Benefits:
- Competitive medical, dental, and vision insurance
- 401K plan
- Monthly Virtual Work stipend for things like food, internet, travel, pet care, health and wellness
- Annual Education stipend
- Parental leave programs
- Paid volunteer days
- Onboarding setup, including: standing desk, laptop, monitor, and chair, and a stipend for additional items such as headphones, blue light glasses, or any other ergonomic supplies you may want or need
- And much, much more!
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