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Position Summary:
The Adobe Digital Learning & Publishing business is looking for a leader to help drive new business in the APAC and EMEA regions. This role will be responsible for passionately growing bookings for our platform solutions (Adobe Learning Manager and AEM Guides) within large strategic customers across these regions. This position will be based in Noida and will report to a Senior director of Global Sales.
This individual will be responsible for leading our APAC and EMEA sales organization (Hybrid sales teams) that works seamlessly in a matrixed environment to ensure alignment on overall go-to-market goals and objectives. The sales leader should have a proven track record of demonstrating key customer relationships to identify and unlock new market opportunities. In addition, the successful candidate should have a robust and trusted network of the biggest brands in APAC and EMEA. An ideal candidate will be hands-on and take ownership of contributing to the team's goals.
The Director’s responsibilities include:
What will you do?
- Be responsible for driving new business for platform Solutions in the APAC and EMEA region through the ability to identify and capitalize on opportunities that satisfy customer needs.
- Guide the sales to Identify, unlock, grow, and accelerate new business opportunities within key accounts, including cross-pollinating additional solutions within targeted accounts.
- Lead from the front to establish long-term C-level customer relationships with key customer partners, understanding industry trends, and growing Adobe’s revenue across different customer segments
- Be the executive sponsor for all our critical clients in these regions.
- Consistently drive new bookings and exceed quota by implementing processes for identifying, qualifying, and closing new business as well as growing an existing install base
- Mentor the first-line sales leaders and our enterprise sellers to elevate the overall level of engagement with strategic clients in the region.
- Sales strategy: Based on deep industry knowledge, drive strategic account planning to increase the customer footprint for Adobe’s offerings in each account.
- Drive strategic account mapping and effective sales strategies to deliver compelling product demonstrations, use cases, and sales pitches
- This role specifically requires a leader who is willing to demonstrate his/her connections in the industry to open doors for his team, especially in the Enterprise customer segment.
- Partner with the Adobe Digital experience sales teams in these regions to co-sell the DALP platform solutions to strategic Adobe Industry accounts.
- Demonstrate outstanding influencing, negotiation, and commercial skills alongside considerable deal experience and sophisticated C Suite negotiation skills.
- Collaborate with cross-functional teams (Marketing, Customer Success, and Product teams) to optimize commercial opportunities and identify areas for improvement. Also, ensure support for our sales teams.
What You Need to Succeed
- Overall 19+ years of work experience managing sales in EMEA & APAC region.
- A minimum of 5-10 years of sales management experience, preferably managing a team of enterprise sellers. Candidates with prior experience in selling learning management platform or any enterprise SAAS platforms will be preferred.
- Excellent people leadership skills to influence and drive accountability. Experience in handling sales in the APAC/EMEA regions.
- They are comfortable engaging with clients remotely while being open to meet clients in person for strategic deals.
- Shown success in bringing in new business and growing footprint with existing clients.
- Has proven track record leading business with large Enterprise Marquis accounts, especially within the APAC or EMEA region.
- Flexible with working hours since this role requires working across two different geos.
- Prior experience selling into a variety of industries
- Has led large Enterprise cross-functional teams to close deals
- Strong understanding of using data to make informed sales and business performance decisions.
- Excellent reporting and forecasting skills. Attention to detail is critical
- Willingness and ability to travel to meet strategic clients.
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