Senior Manager, Strategic Accounts

Required
• Minimum 8 years’ experience in the procurement, sales or account management field, preferably in the hospitality industry.
• Ability to travel up to 50%

Preferred
• 4-year degree preferred or equivalent work experience within the industry.
 

• Originate and convert new strategic owner and enterprise client opportunities by identifying decision makers, mapping stakeholders, and
positioning Marriott procurement programs as a value-creation lever.
• Lead executive-level, owner-facing commercial discussions and presentations, articulating value drivers (cost advantage, scalability,
speed-to-market, and risk mitigation) and securing commitment to participate.
• Drive expansion and renewal strategy across existing accounts, increasing share of wallet and adoption across brands, markets, and
procurement programs.
• Own strategic account plans for a portfolio of strategic owners and enterprise clients, including acquisition targets, growth goals, retention
risks, and executive engagement cadence.
• Partner closely with Enterprise Procurement, Global Design, Development, Finance, Brand, and Sales stakeholders to align account
strategies with owner pipelines, conversion activity, and portfolio planning.
• Negotiate complex commercial terms with suppliers and service partners to ensure pricing, capacity, and service models meet strategic
account needs and enterprise objectives.
• Govern portfolio-level financial exposure and performance for strategic accounts, including forecasting, volume trends, margin
considerations, and management of $40–$50M in annual financial risk.
• Oversee supplier ecosystem performance supporting strategic accounts, ensuring FF&E and OS&E partners can deliver consistent
service, quality, and scalability across multi-property portfolios.
• Resolve high-impact commercial issues involving owners, suppliers, and internal stakeholders to protect revenue, relationships, and longterm account value.
• Represent the procurement programs business in enterprise pipeline, planning, and governance forums; provide insight on account
strategy, financial viability, and growth opportunities.
• Advance enterprise capabilities by standardizing scalable, repeatable account-based offerings, playbooks, and owner engagement models
that improve adoption and owner satisfaction.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.