Account Director, Strategic Accounts

Adobe•San Francisco, PA

11d

About The Position

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 Digital Experience is seeking a hardworking expert and technically adept sales professional to join our sales team in the US. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few accounts. In addition, you can expect to be working with the existing sales team to lead all aspects of the sales cycle; from the qualification of opportunities, development of a market strategy, coordination of all sales team resources, final negotiation, and closing of business. Ideally, we are seeking individuals with experience selling Digital Experience Solutions with a proven track record of selling to large enterprises in North America. This position reports to the AVP, Strategic Accounts. If you are passionate about what you do, have an entrepreneurial flair, and are excited by innovative online marketing technology, we want to hear from you!

Requirements

A minimum of 8 years prior experience in selling digital marketing solutions
Carried a personal annual target of at least $8M USD
Consistent record of achieving/exceeding sales quota and market share goals
Shown success in selling to executives, VP and/or "C" level executives
Able to identify, nurture and close deals in new areas
Technically adept, skilled solution seller with proven ability to create outcomes where everybody wins
Excellent communication, presentation, and negotiation skills
Collaborative teammate with excellent organizational and time management skills
Practical knowledge in developing GTM plans between enterprise organizations
An understanding of the competition and how we are positioned against them
A creative, problem-solving approach to evolving business challenges
Competence and influencing strategies for leading teams in highly matrixed organizations

Responsibilities

Exceed quota targets
Sales strategies - You will develop effective and specific account plans to ensure revenue target delivery and balanced growth.
Develop relationships with existing customers and drive strategy throughout the organization
Trusted advisor - You will establish strong relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
Customer Research - You will actively understand 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
Territory and Account Leadership - You will lead account relationships, prospect profiling, and sales cycles.
Inspire all accounts to become Adobe references
Business Planning – Develop and deliver a comprehensive business plan to address customers' priorities and business issues.
Apply Strategic Value Assessments, benchmarking and return on investment data to support the customer’s decision process
Pipeline planning - Follow a focused approach to maintaining a rolling 4Q pipeline. Keep pipeline current
Pipeline partnerships – Collaborate with support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory
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 events in the territory.