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Strategic Account Manager (EMEA, Strategic Accounts)



Sales & Business Development
Barcelona, Spain
Posted on Wednesday, October 4, 2023

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

We’ve built the world's largest cloud-based network that is eliminating a $75 billion counterfeit drug problem that leads to 200,000 – 1 million deaths every year, and improving the quality of human life by delivering medicines to people everywhere in the safest, most secure, and most timely manner possible.

The Role:

As Strategic Account Manager you will be responsible for TraceLink's largest strategic customers. You will be responsible for the growth strategy of your region. By building trusted relationships with C-suite and aligning your account’s vision and priorities to TraceLink’s products, you will achieve your own renewal and upsell goals. You will collaborate with Marketing and Business Development to coordinate your strategy, and you will work collaboratively with a solutions consultant to present and demonstrate TraceLink’s solutions and to propose the differentiated value of partnering with TraceLink.


  • Define sales strategies working collaboratively with sales team and management

  • Ensure high Customer retention and plan for our customer growth

  • Renew existing customer relationships

  • Support and handle customer requests to increase retention rate

  • Build and execute a sales plan to achieve revenue targets on a quarterly basis

  • Execute customer centric meetings, presentations and product demonstrations both virtually and in person with key decision-makers and influencers

  • Develop high impact proposals which articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner

  • Create a Demand Generation activities plan leveraging also SDR and Marketing team. You will have direct responsibility in executing and engaging in DEM GEN activities with your account base.

  • Manage and document sales pipeline including forecasts, prospect details, current opportunities and future planned activities

  • Work collaboratively with other team members to share information, expertise and market feedback


  • 10+ years sales experience with a software, SaaS or PaaS solution.

  • 5+ years managing enterprise or strategic customer

  • Bachelor’s degree or compensatory experience.

  • Proven track record of increasing revenue.

  • Ability to present complex topics to C-Suite and Supply Chain/Procurement/Finance/Compliance/IT leaders.

  • High-level communication in executive summaries/RFPs/internal projects/customer meetings/etc.

  • Strong analytical skills and ability to unstick customer and internal issues.

  • Ability to work autonomously and handle multiple priorities

  • Driven and adaptable. As an evolving company you will need to handle new internal and customer situations.

  • Competence with Salesforce, Sales Navigator, MEDDIC

  • High proactivity, independence and drive in coordinating your job and achieving your results

  • Outstanding verbal, written, organizational, and interpersonal skills.

  • Ability to perform in a fast-paced, challenging and dynamic startup environment.

  • Willingness to travel as necessary for the role.

What’s in it for you?:

  • A competitive salary and commission structure plus benefits and share options.

  • An opportunity to work with top global accounts at the cutting edge of supply chain digitisation.

  • An opportunity to learn and grow: a LinkedIn training account, annual tuition budget, inclusion in stakeholder meetings

  • Flexibility to draw your own career path in whichever path suits you best, with support from the Sales organization.

  • Being part of a collaborative, super friendly, and winning team

  • Flexibility to work remotely and collaborate with your colleagues in-person.