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Strategic Account Manager

Job Description

Strategic Account Manager

Indianapolis, Indiana

About the Role

The role involves owning total segment revenue growth, leading new enterprise logo acquisition, and enabling team success within the segment. You will be responsible for building executive-level relationships and executing strategies that align with growth priorities.

Responsibilities

  • Own total segment revenue growth, including personal new-logo acquisition and the collective performance of AMs and TS roles operating within the segment.
  • Develop and maintain a segment growth strategy aligned to SMG’s GTM priorities, with current focus on Life Sciences and High Tech (Semiconductor and Data Centers).
  • Track market trends, regulatory developments, competitive dynamics, and emerging opportunity areas within the assigned sector.
  • Provide market intelligence and go-to-market input that informs Line of Business development, service line positioning, and SMG’s broader growth strategy.
  • Personally lead new enterprise logo acquisition within the assigned segment, targeting organizations with complex, multi-site safety and risk management needs.
  • Build and sustain executive-level relationships within target accounts, including C-suite, VP, and senior operational leadership, establishing SMG as a trusted strategic partner before a formal opportunity is defined.
  • Lead the full pursuit lifecycle: segment strategy, stakeholder mapping, executive engagement, solution development in partnership with LOB Directors, proposal leadership, and close.
  • Establish strong account foundations during the initial engagement period, ensuring clients experience early value, clear delivery expectations, and confidence in SMG’s capabilities.
  • Execute formal account transitions to Account Managers based on defined criteria, maintaining executive relationship continuity and client confidence through the handoff.
  • Enable Account Managers and Territory Sales Managers operating within the segment to succeed, recognizing that their wins count toward segment growth.
  • Flex between leading pursuits personally and positioning AM or TS team members for success based on account size, complexity, and stage of relationship.
  • Provide sector context, executive access, and strategic framing that helps AMs and TS roles compete more effectively within the segment.
  • Serve as the segment’s senior commercial resource, available to support pursuit strategy, executive conversations, and proposal development across the team.
  • Maintain a disciplined new-logo pipeline in Salesforce with clear visibility to opportunities, pursuit stage, timelines, and revenue impact across the segment.
  • Partner with LOB Directors to validate scope, pricing, and delivery approach prior to any client commitment.
  • Leverage Gong and other tools to improve pursuit effectiveness and the quality of executive client engagement.

Qualifications

  • 7+ years of experience in enterprise sales, strategic business development, or senior commercial leadership within Life Sciences, High Tech, industrial, or safety-related environments.
  • Demonstrated track record of acquiring new enterprise logos and leading complex, multi-stakeholder pursuits to close.
  • Proven ability to operate credibly and build trust at the C-suite and executive level, with the presence and communication skills that senior client relationships require.
  • Deep understanding of construction and general industry safety practices, regulatory frameworks (OSHA, ISO 45001, etc.), and the operational realities of high-hazard environments; Life Sciences or semiconductor/data center safety experience is a meaningful differentiator.
  • Experience enabling or leading a commercial team, with an understanding of how to create conditions for others to succeed within a segment or territory.
  • Experience with services-based business models and project-based delivery environments where solution design and delivery alignment are closely linked.
  • Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC) and disciplined pipeline management practices.
  • Experience using CRM platforms (Salesforce ) and sales enablement tools (e.g., Gong).
  • Bachelor’s degree in business, safety, construction management, life sciences, or a related field .
  • Relevant safety certifications (CSP, ASP, CHST, OSHA 30, etc.) are a plus and meaningfully strengthen executive credibility in target markets.

Required Skills

  • Executive presence: the ability to command the room, build trust quickly at senior levels, and represent SMG as a peer to client leadership, not a vendor.
  • Sector fluency: deep enough expertise in Life Sciences and High Tech environments to lead insight-driven conversations that establish credibility before a solution is ever proposed.
  • Hunter mentality: a genuine orientation toward finding, building, and closing new enterprise opportunities, with the discipline and resilience that long-cycle pursuit requires.
  • Orchestration: the ability to flex between leading personally and enabling others, knowing when to step in and when to step back so that the segment performs as a whole.
  • Strategic thinking: the ability to map complex organizations, identify the right entry points, shape account strategy, and align SMG capabilities to client priorities in a way that creates competitive separation.
  • Commercial maturity: a working command of pricing, scope, margin, and delivery alignment, and the judgment to know when to engage LOB Directors before commitments are made.
  • Communication excellence: strong written and verbal skills with the ability to lead high-stakes client conversations, executive presentations, and complex proposal narratives.
  • Collaborative leadership: the ability to mobilize internal resources across Sales, LOB Directors, and Operations without direct authority, keeping pursuits moving and aligned.
  • Pipeline discipline: high ownership of segment-level pipeline health, with consistent Salesforce hygiene and a clear-eyed view of pursuit stage, velocity, and risk across both personal and team activity.
  • Adaptability: comfort with ambiguity, early-stage relationship building, and the longer sales cycles that enterprise new-logo pursuit requires.

Skills

  • Experience in leading teams in high-stakes environments.
  • Advanced negotiation skills.
  • Proficiency in data analysis and market research.

Pay range and compensation package

Competitive salary commensurate with experience, along with a comprehensive benefits package.

Equal Opportunity Statement

We celebrate and are committed to creating an inclusive environment for all employees.