Desktop Metal (NYSE: DM) is pioneering a new generation of additive manufacturing technologies focused on the production of end-use parts. We offer a portfolio of integrated additive manufacturing solutions for engineers, designers and manufacturers comprised of hardware, software, materials and services. Our solutions span use cases across the product life cycle, from product development to mass production and aftermarket operations, and they address an array of industries, including automotive, aerospace, healthcare, consumer products, heavy industry, machine design and research and development.  At Desktop Metal, we believe additive manufacturing, commonly referred to as 3D printing, is one of the most exciting and transformational technology innovations of our time.

Job Summary:

A Desktop Metal (DM) Strategic Account Manager (SAM) is the lead point of contact for DM’s largest customers in North America. The SAM is responsible for creating, managing, and closing new opportunities within our vertically-focused strategic accounts. A successful SAM will work across all DM departments (Application Engineering, Customer Support, Sales Operations, Order Management, Finance, Process, Operations/Logistics, Product, Engineering, Materials, Marketing/Communications, and other DM entities) to close new business and support existing customers in realizing their manufacturing goals. The SAM will be vertically-focused and represent all DM technologies with a primary focus on Metal Binder Jet. The SAM is expected to develop and execute the strategic account plan and take complete ownership of their own successes and failures.

Duties and Responsibilities:

  • Capture the additive manufacturing value proposition for each target vertical and customer
  • Identify economic and supply chain trends to leverage in the positioning of DM technology
  • Tailor messaging for specific customers and verticals
  • Develop new opportunities within existing accounts and prospect into new accounts within target verticals
  • Attend industry events and trade shows to strengthen relationships and generate new opportunities
  • Work with customers and DM Applications team to identify target application(s) with the goal of solving mutually agreed upon business issues
  • Take control - develop timeline for a customer’s evaluation process and manage teams to deliver expected results
  • Help customers develop a strong business justification for additive manufacturing
  • Accurately forecast expected quarterly revenue
  • Develop and maintain healthy business relationships with customers and gain direct access with decision makers
  • Negotiate and close opportunities
  • Manage communications between customers and internal teams
  • Host customers and prospective customers at DM
  • Engage in strategic planning to improve customer results
  • Plan and present reports on account progress, goals, and quarterly initiatives to share with team members, stakeholders, and for possible use in future case studies or company training
  • Ensure Desktop Metal meets customer needs and deliverables according to proposed timelines
  • Analyze customer data to provide customer relationship management

Qualifications:

  • 3+ Years in Additive or Traditional Manufacturing
  • Proven track record in technology sales (Capital Equipment preferred)
  • Pro-level understanding of complex sales and fulfillment processes
  • Strong negotiation skills
  • Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
  • Goal-oriented, organized team player
  • Encouraging to team and staff; able to mentor and lead
  • Accountable, self-motivated and self-directed
  • Excellent interpersonal relationship skills
  • Able to analyze data and sales statistics to drive better solutions
  • Bachelor’s degree in marketing, business administration, sales, or relevant field
  • CRM software (Salesforce) and the Microsoft Office Suite, with emphasis on PowerPoint and Excel experience preferred
  • Experience with powder metal technology or MIM preferred

At Desktop Metal, innovation is at the core of our DNA. And we believe ground-breaking discoveries are born from diverse teams with unique backgrounds and experiences. We are committed to employing a diverse workforce with equal employment opportunities regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, marital status, veteran status, or disability.

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