Enterprise Sales- Aem Product Specialist

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 Opportunity
As an AEM Product Specialist at Adobe you will support and sell the Adobe Experience Manager Suite across Enterprise accounts. This role will partner with Adobe’s Named Account Managers (NAM) to help them grow the existing business through identifying cross-sell and upsell opportunities. This role requires solution selling capabilities, experience selling value to customers, strong business and selling instincts, and direct, in-person consultation with customers. The AEM Product Specialist is responsible for guiding and navigating through an enterprise organization to ensure a successful sales cycle, start to finish. What you'll Do
Account Planning – Develop targeted account strategies and tactical penetration plans
Relationship Management – Develop and maintain relationships at the “C-Suite” and “VP” levels within targeted accounts. Relationships will be with both IT and Business segments of the enterprise.
Build & Develop Pipeline – Identify cross-sell opportunities through targeted whitespace analysis, partner with pre-sales specialists to drive maturity and sales stage progression in preparation for in-quarter execution
Deliver Product Presentations/Demos – Understand customer needs and solution fit by delivering effective product demonstrations, use cases, positioning differentiated value/vision, and sales pitches.
Build Business Cases – Build strong content management business cases that focus on compelling differentiated value proposition, thought leadership and return on investment cost/benefit analysis
Coordinate Resource Expertise – Help coordinate pre-sales & deal desk/commercial expertise in the sales cycle while project managing key deliverables to an established timeline
Close Sale – Build quote, negotiate contract pricing & contractual agreement to close sale What you need to succeed
Minimum 7+ years proven track record of enterprise-level, technical solution direct sales expertise within a more sophisticated sales model is required. 10+ years experience highly preferred.
Strong solid understanding of web content management, digital asset management, and cloud-based digital marketing solutions, strongly preferred. The ideal candidate has solid experience in content management, digital asset management, mobile applications, and/or commerce applications.
The candidate will need to have a strong track record of selling technical solutions to both IT and Business leaders and influencers of an organization.
Prior experience selling into the B2C/B2B market recommended.
Strong understanding of enterprise sales and processes as well as the ability to forge and maintain lasting business relationships, both with customers and internal teams.
Ability to work cross-functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
Demonstrated analytical and digital literacy; attention to detail; business reporting and CRM tool accuracy critical to the success of this role.
Excellent communication and presentations skills with an outstanding business partner approach.
Proven experience in using quantitative and qualitative analysis to assess partnership performance and make recommendations for each account.
Ability to work successfully in a highly matrixed team environment, partnering with all other organizations within Adobe including Sales, Engineering, Production & Marketing.
Ability to travel upwards of 50%.
Bachelor’s Degree or equivalent experience.
Experience working for Headless CMS companies is a plus
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 $224,600 -- $357,500 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.