Vice President, Strategic Accounts
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Overview
In this role you will build and lead Esko's first global strategic accounts organization, guiding a dispersed team to manage ~90 Tier 1 accounts. You will drive ARR growth, improve retention, and shift from product-led to value-based partnerships. The role sits at CRO level, shaping strategy, governance, and cross-functional alignment in a fast-evolving software and hardware business. You will engage executive leadership and influence roadmap horizons through major deals and M&A context.
Retribuzione / Benefits
- paid time off
- medical/dental/vision insurance
- 401(k)
- sales bonus pay
- commission pay
Responsabilità
- Build the Tier 1 team and operating model with governance and coaching
- Own bookings, ARR, new logos, retention, expansion, profitability, pipeline and forecast across ~90 accounts
- Shift selling approach to consultative, value-based with executive discovery and quantified business value
- Introduce MEDDPICC-style qualification, standard account and pursuit planning, and CRM discipline
- Develop multi-year, Enterprise License Agreements and portfolio-based commercial models
- Be the executive sponsor and deal strategist on major opportunities and drive executive sessions
- Coordinate across Presales, Customer Success, Product, Services, Marketing, partners and Esko executives around one plan per account
- Expand into new buying centers, business units, regions, and white space in CPG and life sciences
Requisiti fondamentali
- Led global sales teams in a recurring-revenue B2B software & services environment with measurable ARR growth
- Built/transformed strategic account function on a global/multi-regional scale
- Created and embedded modern GTM and strategic-selling processes (value selling, MEDDPICC, account planning)
- Designed multi-year strategies for complex multinational customers, led executive negotiation and closed strategic deals
- Credible with customer leadership on business strategy and roadmaps
- CRM discipline and forecasting expertise (SFDC)
- Collaborative, inspiring leader capable of aligning remote teams and engaging cross-functionally
- Willingness to travel 50–75%
- Experience in packaging, branding, print tech, pre-media, digital workflow software, life sciences or consumer goods is useful but not essential
- Bachelor's degree in Business, Marketing or a related field
- collaborative leadership
- inspiring and executive-level influence
- strong stakeholder alignment across geographies
- value selling
- MEDDPICC qualification
- account planning
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