Enterprise Sales Account Manager

Our Company

Changing 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.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours! 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 the Financial Services Industry. Previous success selling software to big clients? Enjoy dynamic environments? Join Adobe Sales. As an Account Executive within the Experience Cloud Enterprise New Business Unit, you would be responsible for selling the Adobe Experience Platform and all of our marketing leading applications including Marketing Automation (Campaign and Marketo), Commerce (Magento), Content Management (Experience Manager) and the Data Platform (Experience Platform, Analytics and Audience Manger). You will be responsible for leading our resources from prospect to close. We are looking for dedicated, collaborative, and innovative Account Executives who are excited to facilitate transformative deals. 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 ( 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 customer's 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, Knowledge & Education Requirements:

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.

Our most successful sales executives take a consultative approach and seen by our customers as trusted, ecommerce and merchandising advisors.

Experience selling or ability to master and articulate the value of Adobe’s marketing cloud software solutions.

Prior expertise in Financial Services 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;