Enterprise Sales Account Manager

Overview Our CompanyChanging the world through digital experiences is what Adobe’s all about. We give everyone from emerging artists to global brands everything they need to design and deliver exceptional digital experiences We’re passionate about empowering people to create beautiful and powerful images, videos, and apps and transform how companies interact with customers across every screen.Our Enterprise Account Executives are responsible for selling the Adobe Experience Cloud into named accounts with $1B or more in annual revenue. The prospect accounts are in a regional territory and span a diverse set of industries including manufacturing, retail, media & entertainment, travel & hospitality, financial services, and health care. If you have a stellar track record of selling complex software solutions into major accounts, winning new business, and are a self‑starter who loves working in a dynamic environment, then the Adobe Sales team is for you. What you’ll do Sales strategies – Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new customers to drive strategy through organization. Trusted advisor – Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise value of solutions value of implementation expertise). Customer competence – Actively understands each customer’s technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer. Territory and account leadership – Lead account relationships, prospect profiling and sales cycles. Encourage all accounts to become Adobe references. Business planning – Develop and deliver comprehensive business plan to address customers priorities. Apply strategic value assessments, benchmarking and data to support the customer’s decision process. Pipeline planning – Follow a focused approach to maintaining a rolling 4Q pipeline. Keep pipeline current; collaborate with support organizations including marketing, inside sales, partners and channels to funnel pipeline into the assigned territory. Demonstrate Adobe solutions – Be proficient in and bring all Adobe offers to bear on sales pursuit. Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. Field marketing – Support all Adobe promotions and events in the territory. Key Experience, Skills & Education Consistent track record of success driving deals through prospecting, discovery, solution proposal, negotiation and closing new business. 8 years of sales experience of which 2 years involved a complex solution sales process into the C / SVP level decision-makers in marketing, IT, sales and procurement. Industry manufacturing and B2B model solution sales experience is a plus with a record of consistently meeting or exceeding sales targets. Our most successful sales executives take a consultative approach and are seen by our customers as trusted e‑commerce and merchandising advisors. Experience selling or ability to master and articulate the value of Adobe’s marketing cloud software solutions. Prior expertise in retail, financial services, media & entertainment, travel & hospitality, healthcare or manufacturing is a plus. Ability to work successfully in a team environment acting as the leader and liaison with all organizations within Adobe including sales engineering, product marketing and partnership. Equal Opportunity Adobe is an equal opportunity employer. We hire individuals regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, veteran status, cultural background or religious beliefs. We provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process. Learn more. #J-18808-Ljbffr