Strategic Account Manager

Transcat

. Build and execute focused territory and target-account strategies .

Posted 11/4/2026full-timeRemote • United StatesSeniorLead💰 $105,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise sales and business development, with a strong focus on consultative selling, account planning, and stakeholder engagement. Proficient in managing complex sales cycles and articulating value propositions to senior executives across various industries.

Highest-signal resume keywords

Enterprise SalesBusiness DevelopmentConsultative SellingAccount PlanningStakeholder Mapping

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline ManagementForecastingNegotiationPresentation DevelopmentClosing SkillsCommercial AcumenFinancial AcumenValue Proposition ArticulationComplex Opportunity ManagementCRM Discipline

Soft Skills

Executive PresenceStrong Written CommunicationOrganizationPrioritizationCuriosity

Tools & Technologies

SalesforceMicrosoft 365Virtual Collaboration ToolsBusiness Reporting Platforms

Industry Keywords

CalibrationMetrologyLife SciencesAerospace and DefenseIndustrial ServicesEnergyManufacturingBiomedicalAsset ManagementCompliance

About the role

Key responsibilities & impact

Build and execute focused territory and target-account strategies
Generate net-new enterprise opportunities through executive outreach, referrals, industry networks, strategic events, targeted campaigns, and multi-channel prospecting
Create access within accounts where Transcat has limited or no relationship
Qualify opportunities based on customer need, business impact, decision process, competitive position, solution fit, revenue potential, margin, and probability of success
Maintain qualified pipeline coverage for new-business, growth, and strategic-logo objectives
Establish credibility with senior executives and leaders across quality, engineering, operations, procurement, supply chain, finance, facilities, and other functions
Lead discovery conversations connecting customer priorities to measurable business outcomes
Develop executive-level points of view, value hypotheses, business cases, presentations, and proposals
Navigate complex stakeholder groups and build relationships across economic buyers, executive sponsors, technical validators, procurement, and end users
Lead executive briefings, capability discussions, strategic workshops, business reviews, and partnership conversations
Create account plans, relationship maps, whitespace analyses, competitive assessments, and pursuit strategies
Expand share of wallet by introducing Transcat capabilities across its service portfolio
Pursue enterprise agreements, multi-site programs, national contracts, requests for proposal, renewals, and strategic partnerships
Lead complex opportunities from qualification through solution development, proposal, negotiation, contract award, and structured handoff
Coordinate operations, technical experts, program management, marketing, finance, legal, quality, and leadership
Develop commercial strategies covering scope, pricing, margin, terms, implementation risk, customer commitments, and competitive positioning
Maintain opportunity stages, values, close dates, next steps, risks, contacts, and forecasts in Salesforce and related systems
Provide executive reporting on pipeline quality, pursuit strategy, customer engagement, forecast, risks, and support required
Monitor customer, industry, competitor, and market trends and convert insights into target lists and value propositions
Represent Transcat at customer locations, industry events, trade shows, conferences, and professional networks
Partner with sales, program management, customer experience, operations, technical teams, and specialty-market leaders
Share repeatable practices, market intelligence, and customer insights
Perform other duties and lead special projects as assigned

Requirements

What you’ll need

Demonstrated enterprise sales and business development capability with a strong record of creating opportunities, winning net-new customers, and expanding complex accounts
Executive presence and ability to communicate with senior leaders in concise, credible, business-oriented terms
Advanced discovery, consultative selling, account planning, stakeholder mapping, negotiation, presentation, and closing skills
Ability to articulate value in terms of business risk, operational performance, compliance, productivity, and financial impact
Commercial and financial acumen, including pipeline management, forecasting, pricing, gross margin, contract economics, and return-on-investment concepts
Ability to understand complex technical and operational environments and translate capabilities into enterprise value propositions
Persistence, curiosity, self-direction, sound judgment, and comfort operating in ambiguity and through long, complex sales cycles
Ability to lead through influence across functions, locations, and organizational levels
Strong written communication, presentation development, organization, prioritization, and CRM discipline
Proficiency with Salesforce, Microsoft 365, virtual collaboration tools, and business reporting platforms
Bachelor's degree in business, engineering, science, or a related discipline required; a combination of education and directly relevant experience may be considered
Seven or more years of progressive experience in enterprise sales, strategic business development, national accounts, technical services, or a related field
Demonstrated success winning complex, multi-site, enterprise, or national business and engaging senior executives throughout the sales process
Experience selling services, solutions, or programs into regulated, quality-driven, technical, or operationally complex environments is strongly preferred
Experience in calibration, metrology, life sciences, aerospace and defense, industrial services, energy, manufacturing, biomedical, asset management, reliability, or compliance is preferred
Ability to work for extended periods using a computer and standard office equipment
Ability to communicate effectively in person and through virtual, written, and telephone channels
Ability to travel by automobile and commercial transportation and work at customer and Transcat locations as business needs require
Ability to occasionally move through office, laboratory, manufacturing, and customer environments while complying with applicable safety and access requirements

Benefits

Comp & perks

Work that matters
A values-based culture where people care about each other and the work they do together
Flexibility
Training and development to accelerate learning and career advancement
Paid time off
Health insurance
Tuition reimbursement
Retirement
Stock purchase plan
Commission