Vice President, Strategic Accounts- Software

Veralto Global•Groppello d'Adda, MA

34d•$215,000 - $240,000

About The Position

Esko is seeking a Vice President to build and lead its global Tier 1 Strategic Account Sales organization. Reporting directly to the Chief Revenue Officer, this leader will own a defined portfolio of existing and prospective strategic customers, selected based on revenue potential, global complexity, portfolio fit, strategic relevance, and long-term partnership opportunity. The role owns the portfolio’s commercial performance, including acquisition, retention, expansion, recurring-revenue growth, profitability, pipeline development, and forecast accuracy. The Vice President will recruit and develop Global Strategic Account Managers, each serving as the single commercial owner for assigned accounts, and will establish the operating model, governance, performance expectations, and execution standards for the organization. The position is charged with moving customer engagement from transactional, product-led selling to consultative, value-based partnerships. This includes strategic account and pursuit planning, executive relationship development, enterprise-wide opportunity discovery, and commercial models such as multiyear agreements and Enterprise License Agreements. The leader will coordinate Sales, Customer Success, Presales, Product, Services, Marketing, partners, and Esko executives around unified account strategies. Success is measured by sustainable portfolio growth, retention and expansion, new strategic-customer acquisition, commercial discipline, executive relationships, and customers viewing Esko as a trusted strategic partner. Esko provides integrated software and hardware solutions that support the go-to-market process for packaged goods, including packaging design and print processes. The role’s work environment is an indoor office or home office with good ventilation, adequate lighting, and low noise levels. The posting lists compensation of $215,000–$240,000 USD per year in the US, with eligibility for commission pay. For Italy, it lists a salary of €200,000–€220,000, paid over 14 months and consisting of fixed and variable components. Eligible US employees are offered paid time off, medical, dental, and vision insurance, and a 401(k).

Requirements

Experience leading global enterprise sales teams in a recurring-revenue B2B software environment.
Proven record of building and scaling high-performing sales teams that deliver measurable ARR growth through acquisition, expansion, and customer retention.
Demonstrated ability to design and execute multiyear account strategies across complex multinational customers.
Experience leading teams through complex sales cycles, including executive-level contract negotiation and deal closure.
Experience with CRM tools and commercial reporting, and demonstrated ability to drive accurate forecasting and pipeline management.
Collaborative leadership skills and 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.

Nice To Haves

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

Responsibilities

Build and lead Esko’s global Strategic Account Sales organization, including its operating model, performance expectations, and execution standards for the Tier 1 portfolio.
Recruit, lead, coach, and develop Global Strategic Account Managers who own the commercial relationship for assigned strategic customers and prospects.
Own Tier 1 portfolio performance, including bookings, recurring-revenue growth, new-customer acquisition, retention, expansion, profitability, pipeline development, and forecast accuracy.
Establish criteria and governance for identifying and managing strategic customers and high-potential prospects with Esko leadership.
Develop and execute multiyear strategic account plans and comprehensive pursuit plans for Tier 1 prospects.
Expand Esko’s presence in strategic customers by identifying new buying centers, business units, geographies, use cases, and enterprise-wide opportunities.
Advance consultative, value-based customer engagement through executive discovery, trusted-advisor workshops, business-value assessments, and outcome-based proposals.
Develop and execute commercial models such as Enterprise License Agreements, multiyear agreements, and portfolio-based solutions.
Build multilevel customer relationships with executive sponsors, business leaders, operational stakeholders, procurement, and technology teams.
Establish executive sponsorship, account governance, strategic customer workshops, and regular business reviews.
Act as executive sponsor and deal strategist for significant opportunities, overseeing qualification, competitive positioning, negotiation, pricing, discount governance, and closure.
Coordinate Presales, Customer Success, Product, Services, Marketing, product specialists, partners, and Esko executives around account strategies, roles, and rules of engagement.
Partner with Customer Success to protect retention, drive adoption and customer value, identify expansion opportunities, and address account risk.
Implement consistent operating discipline in account planning, pipeline management, opportunity progression, forecasting, CRM hygiene, and business reviews.
Represent strategic customers’ perspectives internally and use market and customer insight to inform product, packaging, services, and go-to-market priorities.
Develop the capabilities, methodologies, playbooks, and coaching practices needed to scale a global strategic-account organization.