Enterprise Sales Specialist, Frame.io

Adobe•Denver, NY

9d•Remote

About The Position

The Enterprise Sales Specialist role is part of Adobe's Frame.io Enterprise team and is responsible for ensuring the needs of Enterprise clients are met. This role involves sourcing and closing new customers, as well as managing existing client relationships end-to-end. Success will be measured by revenue delivered against targets, effectiveness in up-selling and optimization, client satisfaction and retention, and contributions to the sales team and business unit. The ideal candidate is a hunter for the West region with a proven history of exceeding quotas and possessing deep customer relationships, focusing on enterprise accounts with over $1B in annual revenue.

Requirements

Minimum 10+ years proven track record of field account management/account executive experience.
Proven Track record selling Complex Enterprise Solutions.
Ability to forge and maintain good business relationships.
Demonstrated analytical and computer skills.
Excellent communication and presentations skills with top-notch customer service approach.
Strong understanding of the Content Supply Chain.
Proven experience in using quantitative and qualitative analysis to assess customer relationships and make recommendations for each account.
Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/ opportunities and recommending an approach to solving problems and pursuing opportunities.
Ability to work successfully in a team environment with your Adobe ecosystem including Renewals Specialists, Product Specialists, CSM’s, Solution Consultants and Field Marketing.
Creative problem-solving approach.
Experience in selling technology.

Responsibilities

Maintain and grow existing client base including expansion of new offerings.
Drive specific product revenue in the territory.
Build strong, lasting relationships with customers by understanding their needs and business objectives.
Perform outbound contact to existing customers to sell additional solutions.
Acquire and maintain a working knowledge of the complete capabilities of our solution offerings.
Convert customer challenges into new opportunities.
Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly and annual quota objectives.
Improve overall customer satisfaction in assigned customer accounts.
Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.