Experteer Overview
In this role you will build and lead Esko’s first integral strategic accounts organization, guiding a dispersed team to manage ~90 Tier 1 accounts. You will drive ARR growth, improve retention, and shift from product-led to value-based partnerships. The role sits at CRO level, shaping strategy, governance, and cross-functional alignment in a fast-evolving software and hardware business. You will engage executive leadership and influence roadmap horizons through major deals and Mu0026amp;A context.

Compensaciones / Beneficios
• Build the Tier 1 team and operating model with governance and coaching
• Own bookings, ARR, new logos, retention, expansion, profitability, pipeline and forecast across ~90 accounts
• Shift selling approach to consultative, value-based with executive discovery and quantified business value
• Introduce MEDDPICC-style qualification, standard account and pursuit planning, and CRM discipline
• Develop multi-year, Enterprise License Agreements and portfolio-based commercial models
• Be the executive sponsor and deal strategist on major opportunities and drive executive sessions
• Coordinate across Presales, Customer Success, Product, Services, Marketing, partners and Esko executives around one plan per account




• Expand into new buying centers, business units, regions, and white space in CPG and life sciences

Responsabilidades
• Led global sales teams in a recurring-revenue B2B software u0026 services environment with measurable ARR growth
• Built/transformed strategic account function on a global/multi-regional scale
• Created and embedded modern GTM and strategic-selling processes (value selling, MEDDPICC, account planning)
• Designed multi-year strategies for complex multinational customers, led executive negotiation and closed strategic deals
• Credible with customer leadership on business strategy and roadmaps
• CRM discipline and forecasting expertise (SFDC)
• Collaborative, inspiring leader capable of aligning remote teams and engaging cross-functionally
• Willingness to travel 50–75%
• Experience in packaging, branding, print tech, pre-media, digital workflow software, life sciences or consumer goods is useful but not essential
• Bachelor’s degree in Business, Marketing or a related field

Requisitos principales
• paid time off
• medical/dental/vision insurance
• 401(k)
• sales bonus pay
• commission pay

📌 Vice President, Strategic AccountsB Software) (Barcelona)
🏢 Veralto
📍 Barcelona