[Hiring] Vice President, Strategic Accounts @Esko, a Veralto company

Role Description

We are seeking a Vice President, Strategic Account Sales to build and lead Esko’s global Tier 1 Strategic Account organization. Reporting directly to the Chief Revenue Officer, this leader will be responsible for a defined portfolio of existing customers and prospective customers that meet Esko’s strategic-account criteria based on factors such as revenue potential, global complexity, portfolio fit, strategic relevance, and long-term partnership opportunity.

This leader will own the overall commercial performance of the Tier 1 portfolio, including:

• New-customer acquisition
• Retention
• Expansion
• Recurring-revenue growth
• Profitability
• Pipeline development
• Forecast accuracy

The Vice President will lead a team of Global Strategic Account Managers who serve as the single commercial owners of their assigned accounts, managing the full relationship from strategy and executive alignment through opportunity development and commercial execution.

The mandate is to transform how Esko engages its most important customers and prospects:

• Moving from transactional, product-led selling to consultative, value-based partnerships
• Establishing rigorous account and pursuit planning
• Building executive-level relationships
• Uncovering enterprise-wide opportunities
• Developing strategic commercial models such as multiyear agreements and Enterprise License Agreements

Success will be measured by:

• Sustainable portfolio growth
• Strong retention and expansion
• New strategic customer acquisition
• Improved commercial discipline
• Deeper executive relationships
• Customers who view Esko as a trusted strategic partner

Qualifications

• Experience leading a global enterprise sales teams in a recurring revenue B2B software environment
• Proven track record of building and scaling high-performing sales teams that have delivered measurable ARR growth through acquisition, expansion, and customer retention
• Demonstrated ability to design and execute multi-year account strategies across complex, multinational customers
• Experience leading teams through complex sales cycles, including contract negotiation and deal closure at the executive level
• Experience with CRM tools and commercial reporting, with demonstrated ability to drive accurate team forecasting and pipeline management
• Collaborative leadership skills with demonstrated ability to coordinate and influence cross-functional stakeholders across Product, Finance, and Customer Experience
• Bachelor's degree in Business, Marketing, or a related field

Requirements

• Experience selling or managing accounts within the packaging, print technology, pre-media, or digital workflow software industries
• Background in building or transforming a Strategic Account Management function within a global software organization
• Experience with MEDDPPIC
• Experience with Salesforce, Gong, and an AI automated GTM tech stack
• Experience with value selling
• Additional language proficiency relevant to global Tier 1 account engagement

Benefits

• Comprehensive package of benefits including paid time off
• Medical/dental/vision insurance
• 401(k) to eligible employees