Vice President, Strategic AccountsB Software)
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 premio 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
Retribuzione / Benefits
paid time off medical/dental/vision insurance 401(k) sales premio 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