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

Role Description

Build and lead Esko’s first global Strategic Accounts sales organization and change how some of the world’s biggest brands buy from us. You will lead a newly formed and geographically dispersed team of 12 senior level strategic account managers across roughly 90 global tier-1 accounts, with a mandate to deliver significant new ARR alongside renewals.

The role is based remotely in Europe or the US (50-75% global travel) and reporting directly to the Chief Revenue Officer. You will build and lead Esko’s global Tier 1 Strategic Account organisation, owning commercial performance across:

• New-customer acquisition
• Retention
• Expansion
• Recurring-revenue growth
• Profitability
• Pipeline and forecast accuracy

Each strategic account has a single global commercial owner, and you will lead the people who play that role.

Esko is undertaking significant growth and transformation, with active M&A, rapid adoption of AI and a shift from on-premise licensing to cloud-based SaaS. You will work at pace, through real complexity and some ambiguity.

What you’ll do

• Build the team and operating model.
• Set the structure, performance standards and governance for the Tier 1 portfolio, and coach and develop talent.
• Own the number.
• Be accountable for bookings, ARR, new logos, retention, expansion, profitability, pipeline and forecast accuracy across around ~90 parent accounts.
• Change how Esko sells.
• Move from product pitches to consultative, value-based selling: executive discovery workshops, quantified business-value readouts and outcome-based proposals.
• Make it repeatable.
• Introduce one common approach to account and pursuit planning, MEDDPICC-style qualification, opportunity management and CRM discipline.
• Shape bigger deals.
• Develop multi-year agreements, Enterprise License Agreements and portfolio-based commercial models.
• Be the executive face of Esko.
• Act as sponsor and deal strategist on major opportunities, run peer-to-peer executive sessions, and bring customer leadership into roadmap conversations.
• Orchestrate across Esko.
• Align Presales, Customer Success, Product, Services, Marketing, partners and Esko executives around one plan per account, and bring the customer’s voice into product and go-to-market priorities.
• Open new doors.
• Expand into new buying centres, business units and regions, and target white space in consumer packaged goods and life sciences.

Qualifications

• A global tier 1 strategic accounts sales leader who has sold software/services to the largest companies in an industry.
• Led global sales teams in a recurring-revenue B2B software & services environment, with measurable ARR growth from acquisition, expansion and retention.
• Built and transformed a strategic account function within a medium or large software organization on a global/multi-regional scale.
• Created and embedded modern go-to-market and a consistent strategic-selling process: value selling, MEDDPICC or similar qualification, account planning and documented best practice.
• Designed multi-year strategies for complex multinational customers, led executive-level negotiation and closed complex strategic accounts sales.
• Credible with customer leadership on business strategy and roadmaps.
• Disciplined with CRM (SFDC), forecasting and pipeline management.
• Collaborative, inspiring leader who engages and aligns geographically dispersed, remote-based teams and influences Product, Finance and Customer Experience.
• Flexible to travel globally 50-75%.
• Experience in packaging, branding, print technology, 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.

Benefits

• A genuine transformation mandate.
• Scale and ambition.
• Room to grow.
• Executive-level work.
• A long-term home.