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!
The Challenge
Adobe is looking for an account executive who is responsible for achieving sales targets through the sale of Adobe’s Digital Marketing and Digital Media product lines! You will be part of our savvy sales team, working with Adobe customers across our Manufacturing vertical. This includes the development of long-term relationships with customers as well as developing account plans to expand relationships. The Account Director will achieve this through solution selling capabilities and direct interaction with customers. The individual will be responsible for navigating through the customer’s organization. Your team will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solutions. This is a key role at one of the hottest technology companies in Silicon Valley – and the entire US! The right fit will be, high energy, data-minded, and tech-savvy people with prior software sales experience.
What you’ll do:
Meet or exceed quota targets
Develop effective and specific account plans to ensure revenue target delivery and balanced growth. Develop relationships in new and existing customers and demonstrate to drive strategy through organization
Become a trusted advisor by establishing positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
Develop customer acuity to 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
Lead account relationships, prospect profiling, and sales cycles while working with customers to become Adobe references
Develop and deliver comprehensive business plan to address customer’s priorities and hurdles. Apply Strategic Value Assessments, benchmarking and Return on Investment data to support decision process
Follow a well-adapted approach to maintaining a rolling 4Q pipeline and maintain pipeline current
Use and collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory
We want experience using Adobe Solutions – Be proficient in and bring all Adobe offers to bear on sales pursuits
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap
Support all Adobe promotions and marketing / customer events in the vertical
Ideal candidate will have:
Demonstrated results selling value and sale excellence
Maintain white space analysis and execution of initiatives (up sell and cross sell) on customer base
Orchestrate resources: deploy appropriate teams and resources to execute winning sales
Understand Adobe’s competition and effectively position solutions to differentiate Adobe and secure the business
Maintain CRM system with accurate customer and pipeline information
Requirements:
Minimum 5 to 7+ years with consistent track record selling solutions to Marketing, IT, and LOB
Ability to work effectively in a team environment, acting as a liaison with all other organizations within Adobe including Sales, Engineering, Product & Marketing
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $231,700 -- $344,900 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.