Enterprise Sales Account Manager

Our Company

Changing the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences Were passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

Were 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 span a diverse set of industries including, but not limited to: Manufacturing, Retail, Media & Entertainment, Travel & Hospitality, Financial Services, Health Care. If you have a stellar track record of selling complex software solutions into major accounts, winning new business, are a self-starter, and love working in a dynamic environment, then the Adobe Sales team is for you. 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 Manager). 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.

• 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 understand 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 customer's priorities. Apply Strategic Value Assessments, benchmarking, and data to support the customers 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.

• 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, eCommerce and merchandising advisors.
• Experience selling or ability to master and articulate the value of Adobes 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.

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 know that when our employees feel appreciated and included, they can be more creative, innovative, and successful. This is what it means to be Adobe For All. Learn more about our vision here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.

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