Vice President, Strategic Accounts
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* 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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