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!

As the Enterprise Sales Account Manager for Adobe Digital Media, you will be responsible for accelerating the growth in the assigned Strategic/Named Accounts for Digital Media portfolio (Creative Cloud, Document Cloud, Adobe Sign etc.). This is very much a farming role followed by hunting. You will be a seasoned sales professional who will be required to identify strategic business opportunities in the assigned Named Accounts and work collaboratively with the ecosystem including CSM, Solution Consultants, Strategic Development Team, BDRs, ISRs, Channel partners etc. to achieve the revenue targets and growth in the accounts. 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.

This is an individual contributor role.

What You’ll Do:

• Create, maintain and execute a business plan for the assigned vertical with goals and objectives, based on opportunity, customer needs, and Adobe's strategic direction.
• Define the sales strategy through a Strategic Account Plan to increase customer footprint for Adobe’s offerings in each account. Build a process of strategic account mapping and C Level relationships using presales, consulting and the partner management teams.
• Possess competency in the selling methodology, TAS, Blue sheet assessments of the accounts and deep knowledge of various industries.
• Ability to build C Level relationships with CMOs, CIOs, CEOs via value-based selling involving return on investment analysis and being able to build an abstraction between the technology itself and the core business benefits which are easily understandable by C Level executives at customers
• Sound Business acumen around Forecasting and Pipeline Management. Maintain regular pipeline forecasts and provide business health checks to senior sales management.
• Consistently reinforce the importance of Adobe's Core Values.
• Work with Agency Partners to increase Adobe’s penetration in his/her accounts.
• Take ownership of every proposal generated by the Evaluation and Offering team and present to customers
• Ensure that proper security & legal compliance measures are always applied and followed.

What You’ll Need:

• The candidates should have exceptional verbal, written & presentation skills.
• Must have at least 12+ years of RELEVANT experience in Sales/Technical Sales/Solution Selling/Account management/Business development in a closing/quota bearing role, primarily in South India region.
• An ideal candidate should be PASSIONATE about Enterprise Sales as a profession & a believer in the ideology that hybrid sales is the present & future of sales.
• Should have a natural flair for conversations & enjoy talking to customers about Adobe solutions. Making outbound sales calls is an integral part of this role, so the person should love the idea of connecting with multiple customers/accounts in a day/week.
• Should have proven track record of successfully achieving & overachieving his/her quota during their prior stint and building large deals.
• Should possess sound understanding of the end to end enterprise sales cycle model and consultative selling approach.
• Should be a team player with strong collaboration traits with the internal business partners.
• Should be willing to work across the regions as required.
• Capable of analyzing large amounts of internal and external data and to make decisions with speed and accuracy.
• MBA’s preferred, however, graduates with relevant work experience (12+ years) can also apply.

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.
 

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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.