Enterprise Sales Account Manager

Job Description

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 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 craft 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 building 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!

The Opportunity

Adobe Digital Advertising, Learning & Publishing business (DALP) is searching for seasoned Enterprise sales specialists to be part of our North America sales team.

As part of our Enterprise sales specialist team, you will be responsible to drive quarterly/annual bookings for the designated solution stack. Our Enterprise sales roles involves directly engaging with potential end customers positioning one of our solutions stacks. 

Some of our most successful sales executives take a consultative approach and establish themselves as trusted advisors for our prospective clients .

The ideal candidate must have prior sales experience with a flair for customer presentation s and compelling demonstrations. One must have the confidence to discuss our solutions and technology with both business users & IT at all levels. .

What you’ll Do,

• The Enterprise sales specialist participates in finding leads, in the development of presentations and sales propositions, negotiates contract and pricing, and manages the full sales cycle via solution selling techniques.

• Perform s outbound contact to both new & existing customers to sell additional solutions.

• Build and implement a strategic and long-term account strategy.

• Maintain and grow existing client base including expansion of new offerings in collaboration with our customer success teams.

• Drive specific product revenue in your accounts & build strong, lasting relationships with customers by understanding their needs and business objectives .

• Acquire and maintain a working knowledge of the complete capabilities of our solution offerings.

• Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly, and annual quota objectives .

• Convert customer challenges into new opportunities & be creative in building and implementing solution scenarios based on customers’ needs and Adobe product portfolio.

• Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.

• Collaborate with on site GTM teams to leverage on any existing relationship within a targeted account.

• Maintain up-to-date knowledge of the competitive positioning of assigned Adobe solutions in the marketplace.

What you need to succeed

• Excellent communication and presentations skills with top-notch customer service approach

• Proven Track record selling Complex Enterprise Solutions & ability to forge and maintain good business relationships.

• Experience of selling a learning platform or a content management platform.

• Prior experience of selling a SAAS platform end to end.

• Proven experience in using quantitative and qualitative analysis to assess customer relationships and make recommendations for each account.

• Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/ opportunities and recommending an approach to solving problems and pursuing opportunities.

• Ability to work successfully in a team environment with your Adobe ecosystem including Renewals Specialists, CSM’s, Solution Consultants , SDR’s and Marketing .

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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.

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email  or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.