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 Presal…

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