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

About Esko

It's all possible with a role at ​ Esko ​. Esko, a ​ Veralto ​ company, is a global provider of integrated software and hardware solutions that accelerate the go-to-market process of packaged goods. Our integrated platform and comprehensive tools empower retailers, pre-media and trade shops, manufacturers, and converters to manage best-in-class packaging design and print processes. Innovation is built into the DNA of our business: every day, we challenge ourselves to be better by seeking out new ways to elevate our products, our processes, and our people. We also know that innovation and ingenuity starts with prioritizing a diverse workforce and a deeply inclusive workplace. We encourage people from all backgrounds to apply to our positions.​​

About Veralto

At Veralto, our unifying purpose of Safeguarding the World's Most Vital Resources™ is more than words: it's a proven path towards positive change, improvement for our planet, and development for yourself. Whether we're ensuring the continued availability of clean drinking water, protecting our waterways, or enhancing the traceability, color accuracy, and packaging of everyday essentials, the work we do every day contributes to a safer world and a more sustainable future. When you join Veralto's vibrant global network of 13 operating companies and 17,000 associates, you join a unique culture and work environment where purpose meets possibility: where the work you do has an everyday impact on the resources and essentials we all rely on, and where you'll have boundless opportunities to deepen your skillset, pu