Vice President, Strategic Accounts – Software

This is a fully remote position, open to applicants in United States.

📋 Description

• Build and oversee Esko’s global Strategic Account Sales team.

• Define the operational model, performance benchmarks, and execution standards for the Tier 1 portfolio.

• Recruit, lead, mentor, and cultivate Global Strategic Account Managers.

• Manage bookings, recurring revenue growth, acquisition, retention, expansion, profitability, pipeline development, and forecast precision.

• Set governance and criteria for strategic clients and high-potential prospects.

• Create multiyear strategic account plans and pursuit strategies.

• Broaden Esko’s influence across buying centers, business units, geographies, use cases, and enterprise-wide opportunities.

• Transition engagement towards consultative, value-driven selling.

• Develop Enterprise License Agreements, multiyear contracts, and portfolio-oriented solutions.

• Establish multilevel customer relationships with executives, business leaders, procurement, and technology teams.

• Create executive sponsorship, account governance, workshops, and business reviews.

• Act as executive sponsor and deal strategist for major opportunities.

• Coordinate Presales, Customer Success, Product, Services, Marketing, partners, and executives around account strategies.

• Collaborate with Customer Success to safeguard retention, enhance adoption, identify expansion opportunities, and mitigate account risks.

• Enforce discipline in account planning, pipeline management, forecasting, CRM maintenance, and business reviews.

• Communicate strategic customer insights internally to guide product, packaging, services, and go-to-market strategies.

• Develop methodologies, playbooks, and coaching practices for a global strategic-account organization.

⛳️ Requirements

• Proven experience leading global enterprise sales teams in a recurring-revenue B2B software environment.

• Demonstrated success in building and scaling high-performing sales teams that achieve measurable ARR growth through acquisition, expansion, and retention.

• Proven ability to design and implement multi-year account strategies for complex, multinational customers.

• Experience guiding teams through intricate sales cycles, including executive-level contract negotiations and deal closures.

• Familiarity with CRM tools and commercial reporting.

• Capability to drive accurate team forecasting and manage pipelines effectively.

• Collaborative leadership skills to coordinate and influence stakeholders across Product, Finance, and Customer Experience.

• Bachelor’s degree in Business, Marketing, or a related field.

• Preferred: background in packaging, print technology, pre-media, or digital workflow software industries.

• Preferred: experience in building or transforming a Strategic Account Management function within a global software organization.

• Preferred: familiarity with MEDDPPIC.

• Preferred: experience with Salesforce, Gong, and an AI automated GTM tech stack.

• Preferred: knowledge of value selling techniques.

• Preferred: proficiency in additional languages relevant to global Tier 1 account engagement.

• External hiring is contingent upon successful completion of a pre-employment drug screen, background check, and potential credit history review.

🏝️ Benefits

• Eligibility for commission pay.

• Paid time off.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) plan.

• Reasonable accommodations for individuals with disabilities.

• In Italy: remuneration paid in 14 monthly installments.

• In Italy: applicable National Collective Labor Agreement.

• In Italy: classified as a white-collar employee.