Senior Manager, Strategic Accounts

JOB SUMMARY

The Senior Manager, Strategic Accounts, is responsible for originating new strategic owner and enterprise client relationships while also expanding

penetration, retention, and long-term value realization across an assigned portfolio. This role positions the Marriott Procurement Services

Organization as a core commercial and value-creation platform by engaging and influencing owner and executive stakeholders, shaping account

strategies, and increasing participation in Marriott’s procurement programs. The Senior Manager leads senior-level, owner-facing commercial

engagement for strategic accounts, demonstrates strong executive presence, and builds trusted-advisor relationships that support complex decisionmaking, renewals, and expansion into additional brands, markets, and programs. The role also governs portfolio-level financial exposure and

performance, and partners closely with Enterprise Procurement, Global Design, Development, Finance, and Brand teams to increase share of wallet,

improve retention, and maximize enterprise value.

 

CANDIDATE PROFILE

Education and Experience

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.

 

CORE WORK ACTIVITIES

• 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.