Enterprise Sales Account Manager

6 months ago

Mumbai, India Adobe Full time

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

As the Enterprise Sales Account Manager for Adobe Digital Media, you will be responsible for accelerating the growth in the assigned Named Accounts for Digital Media portfolio (Creative Cloud, Document Cloud etc.). This is very much a "Farming" role with a bit of “Hunting” in whitespace accounts. You will be a seasoned sales professional who can identify strategic business opportunities in the assigned Named Accounts and work collaboratively with the enterprise ecosystem including CSM, Solution Consultants, Strategic Development Team, BDRs, ISRs, Channel partners etc. to achieve the revenue targets and growth in the patch of accounts assigned to you. This role is instrumental in contributing to a robust sales culture and requires an enterprise growth vision, confident and influential person who can develop strong business relationships across the board.

What you’ll do

Identify whitespace and greenfield opportunities for Adobe Document Cloud & Creative Cloud across Enterprise verticals and develop a list of target accounts. Develop actionable, strategic sales plans for your target accounts and identify required resources. Evangelise Adobe Document Cloud & Creative cloud with prospects and customers and work with internal pre-sales resources and/or partner to develop the right solution for the customer. Contract negotiations with customers. Build team brand and personal brand by achieving top internal and external customer service. Utilise for end to end pipeline management by building strong working relationships with the various sales teams and field marketing teams. Learn, have fun, and get things done

What you need to succeed

12+ years Direct Enterprise Sales experience in software and/or SaaS solutions. Selling across verticals & industries highly regarded. Ability to understand complex business environments and uncover customer issues, process problems, and translate need into business opportunities. Comfortable talking with prospects and internal/external customers and building relationships and monetising them. Strong ability to demonstrate value propositions & ROI in complex environments to a wide variety of individuals; technical and/or executive audiences. Innate sense of what is important and what is not in the context of prospecting/sales cycle (ability to prioritise). Ability to build, run and manage accurate pipeline and forecasts. Ability to work in a fast paced, changing environment while still providing quality opportunities and driving revenue. Exceed sales targets while aiding the entire organisation to do the same. Strong entrepreneurial personality, self-motivated and self-managing. Highly ethical; will always do what is right by the organisation and customer over personal gain. Strong capacity to develop key relationships quickly with customers and technical audience. Strong ability to talk at a detailed level about Adobe’s product. Strong written and verbal communication, as wells as time management skills. Strong team orientation and ability to build cross-functional relationships. You can work with a minimum of supervision and be capable of strategically prioritizing multiple tasks in a proactive manner.

Cultural attributes

You are capable of adopting the ideas of others (even if they conflict with your own) for the sake of the company and client.  As a member of the Adobe enterprise team, confidentiality, courtesy, discretion and diplomacy are table stakes. Our team grows with being a trusted advisor to our leaders and a trusted resource for our clients. Every member of our team is expected to act with the utmost integrity and professionalism at all times and to put our customers in the center of the room. You are a driven teammate, collaborator, and relationship builder whose infectious can-do attitude inspires others and encourages great performance in a fast-moving environment. You thrive in a fast-paced, changing environment and you're excited by the chance to play a large role.

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