Vice President, Strategic Accounts- Software

About the Role

The Opportunity

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, and 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. This includes establishing rigorous account and pursuit planning, building executive-level relationships, uncovering enterprise-wide opportunities, and developing strategic commercial models such as multiyear agreements and Enterprise License Agreements.

The Vice President will bring together Sales, Customer Success, Presales, Product, Services, Marketing, partners, and Esko's executive leadership around one coordinated strategy for each account. Success will be measured by sustainable portfolio growth, strong retention and expansion, new strategic customer acquisition, improved commercial discipline, deeper executive relationships, and customers who view Esko as a trusted strategic partner.

What You'll Do

In this role, you will:

• Build and lead Esko's global Strategic Account Sales organization, establishing the operating model, performance expectations, and execution standards for the Tier 1 portfolio.
• Recruit, lead, coach, and develop a high-performing team of Global Strategic Account Managers, with each SAM serving as the single commercial owner of assigned strategic customers and prospects.
• Own the overall commercial performance of the Tier 1 portfolio, including bookings, recurring-revenue growth, new-customer acquisition, retention, expansion, profitability, pipeline development, and forecast accuracy.
• Establish clear criteria and governance for identifying and managing strategic customers and high-potential prospects in partnership with Esko's leadership team.
• Develop and execute multiyear strategic account plans for existing customers and comprehensive pursuit plans for Tier 1 prospects.
• Expand Esko's presence within strategic customers by identifying new buying centers, business units, geographies, use cases, and enterprise-wide opportunities across Esko's portfolio.
• Shift customer engagement from transactional product selling to consultative, value-based selling through executive discovery, trusted-advisor workshops, business-value assessments, and outcome-based proposals.
• Develop and execute strategic commercial models, including Enterprise License Agreements, multiyear agreements, and portfolio-based solutions that increase customer value and strengthen long-term relationships.
• Build strong, multilevel relationships across customer organizations, including executive sponsors, business leaders, operational stakeholders, procurement, and technology teams.
• Establish executive sponsorship, account governance, strategic customer workshops, and regular business reviews for Esko's most important relationships.
• Serve as executive sponsor and deal strategist for significant opportunities, ensuring disciplined qualification, competitive positioning, negotiation, pricing, discount governance, and deal closure.
• Orchestrate Presales, Customer Success, Product, Services, Marketing, product specialists, partners, and Esko executives around a single account strategy with clear roles and rules of engagement.
• Partner with Customer Success to protect retention, drive adoption and customer value, identify expansion opportunities, and address account risk proactively.
• Implement consistent operating discipline across account planning, pipeline management, opportunity progression, forecasting, CRM hygiene, and business reviews.
• Represent the voice of strategic customers internally, using market and customer insight to inform product, packaging, services, and go-to-market priorities while balancing individual requests with Esko's broader strategic direction.
• Build the capabilities, methodologies, playbooks, and coaching practices required to scale a world-class strategic-account organization globally.

What We're Looking For

Minimum Qualifications

These are the must-have requirements for the role:

• 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 customer
• 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

Preferred Qualifications

These are nice-to-have skills that will set candidates apart:

• 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

Environment (US Posting)

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to reach with hands and arms. The employee is required to sit constantly. The employee may occasionally squat, turn/twist, or reach. The employee is constantly using their hands to: finger, handle, feel, or operate objects, and computer keyboards. The employee is occasionally required to walk, stand, climb, balance, stoop, bend, kneel, crouch or crawl, and talk, hear, and smell. The employee must occasionally lift, carry, push, or pull up to 20 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The work environment consists of an indoor office or home office with good ventilation, adequate lighting, and low noise levels. The duties listed in job descriptions are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and the employee and is subject to change as the employer's needs and job requirements change.

Pre-Employment Testing

External hiring into this position is contingent upon completing a pre-employment drug screen, background check, and possible credit history review.

For Italy Only:

What we offer

Remuneration & Benefits

Salary: from 200.000,00 € to 220.000, €, paid over 14 monthly and consisting of both a fixed and a variable component.

Applicable National Collective Labor Agreement: Contratto collettivo nazionale di lavoro

Legal category: White-collar employee

Based on the factors that emerge during the selection process - always in accordance with objective and gender-neutral criteria - the specific salary to be offered to the candidate will be determined, taking into account their professional skills and experience.

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US ONLY:

The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An associate's position within the salary range will be based on several factors, including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.

The compensation range for this role is $215,000 - $240,000 USD per year. This job is also eligible for Commission Pay.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

US residents: In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.