Strategic Account Manager

OPAL makes the physical world readable. We create the identity layer that modern supply chains run on, from the factory floor to the shelf.
We are an established company with an entrepreneurial spirit and short decision-making paths. We're guided by four principles: Earn trust. Create clarity. Own outcomes. Do what's right.
As we build the next chapter of our growth and development, we're looking for an ambitious Strategic Account Manager who's excited to build it with us. Someone who takes ownership, thrives on creating lasting customer relationships, and wants to leave a mark rather than just fill a seat.
This position can be based in Germany, Switzerland, or Austria.
Responsibilities
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Own and grow a portfolio of strategic customer relationships globally, acting as the strategic point of contact who understands each client's business beyond the immediate deal.
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Develop and drive a business plan per strategic account that translates client goals into a clear roadmap of initiatives, targets, and milestones.
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Continuously assess each customer's current processes to identify where OPAL's solutions can optimize workflows, or improve traceability then position and implement the initiatives that turn OPAL into their preferred partner.
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Proactively surface cross-selling and upselling opportunities by understanding where a customer's evolving needs to create new value OPAL can deliver.
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Build and maintain long-term, trusted relationships with decision-makers, acting as a strategic sounding board rather than a vendor contact.
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Lead contract and terms negotiations in line with our commercial guidelines, always framed around the value delivered rather than price alone.
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Partner with all departments to ensure that the strategy you've built with the client translates into a smooth, well-executed handover and implementation.
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Represent OPAL at trade fairs and customer events as an ambassador of our strategic approach.
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Keep pipeline and account data accurate and current in our CRM, using it as a tool to sharpen account strategy rather than just for reporting.
Qualifications
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Experience: Minimum five years of consultative sales experience in IT, Auto-ID, or supply chain solutions, with a track record of identifying and executing process improvements for clients rather than just closing transactions.
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Business approach: Ambitious, farmer-and-hunter mindset equally motivated to win new strategic business and to deepen and optimize existing accounts over time.
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Communication & negotiation: Confident engaging with decision-makers at all levels, able to challenge their current processes constructively and negotiate from a position of demonstrated value.
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Way of working: Structured and self-driven, managing your accounts with a strategic, long-term view rather than reacting deal by deal.
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Language : Confident in German and English .
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Other: Valid category B driver's license and willingness to travel as required by the business.
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Additional information
We're looking for people who like to roll up their sleeves and help grow our business with us. You can expect a collegial team, short decision-making paths, and the opportunity to actively contribute to the development of our solutions. Alongside modern equipment, and we offer flexible working conditions. This is a role for someone looking to accelerate their career path.
Have we sparked your interest?