Senior Director Enterprise Sales - Product Specialists

Our Company

Changing the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images videos and apps and transform how companies interact with customers across every screen.

Were 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

Everyone has a story to tell and we at Adobe help our customers do just that! Adobes Digital Experience suite is one of Adobes fastestgrowing businesses and the Senior Sales Director will lead Adobes Product Specialist sales and support key strategies for Adobes DX business in the industry segment in the Americas. The industry segment includes many of Adobes largest and most strategic customers! This leader is a mentor as well as a coach and is a true evangelist for the needs of the business.

What youll do

Leadership:

• Drive the overall product specialist sales for Adobes Digital Experience Cloud and Platform business across the Industries PubSec and Special Partnership Accounts (SPA) segments in the Americas ensuring alignment with corporate objectives and market opportunities.
• Lead and develop a selling organization of 150 employees responsible for product specific and sales play driven growth.
• Collaborate with the Product Marketing Solutions Consulting Engineering and Marketing teams to develop and implement effective GTM strategies
• Serve as the voice of the field providing critical sales leadership perspective on GTM effectiveness product direction customer readiness and identifying market gaps.
• Consistently deliver bookings performance against established goals for the business across individual product goals and Adobe market segments (Industries Public Sector Special Partnership Account (SPA).

Customer Excellence:

• Provide a worldclass experience for our customers and drive overall customer satisfaction and loyalty demonstrating the larger Adobe ecosystem.
• Build and nurture executivelevel relationships throughout the customers csuite particularly with CMOs creative leaders and CIOs/CTOs.
• Represent executive presence for Adobes Experience Cloud and Platform solutions including measurement content data journey orchestration commerce and more.

Portfolio Expertise:

• Oversee specialized sales teams across the full Adobe Experience Cloud and Platform suite
  • Profile Engagement specialists: RTCDP AJO AJOB2B Target Marketo Engage Marketo Measure Audience Manager Data Distiller Privacy Shield
  • Collaboration specialists: RTCDP Collaboration Mix Modeler CJA
  • Data Insights specialists: Analytics CJA Product Analytics Mix Modeler Content Analytics Data Distiller Privacy Shield
  • Content Supply Chain specialists: Sites Assets Forms Guides ALM Edge Delivery Workfront Workfront Planning Fusion Content Analytics GenStudio PeM
  • Commerce: Commerce Commerce Optimizer

Team Development with a focus on scale:

• Build highperforming sales teams with a focus on developing talent and creating career advancement opportunities
• Implement individualized development plans for team members to build capabilities ensuring successful careers at Adobe
• Lead crossfunctional teams responsible for pipe gen deal progression and customer renewals

Ecosystem Collaboration:

• Work effectively within Adobes matrixed organization to drive alignment across sales product engineering customer success and other functions
• Partner with Adobes ecosystem teams and strategic partners to achieve both short and longterm organizational objectives

• Represent solutions across the Adobe Experience Cloud and Platform for customers and product teams including data content journeys etc solutions
• Lead crossfunctional teams responsible for pipeline generation progression and renewal specialists.
• Develop strategy and GTM for solution sales teams through deep collaboration with Product Engineering and Marketing organizations. Be the global voice of the field on the effectiveness of the overall GTM by giving a sales leadership lens on sales plays GTM effectiveness product GTM and roadmap direction gaps
• Drive bookings and renewals for the DX business in the Industry Public Sector and Special Partnership Account (SPA) segments. Consistently deliver performance against goals.
• Manage with passion and accountability
• Build strong lasting relationships with clients and partners
• Track monitor and accurately forecast business across the territory

What youll need to succeed

• 710 years managing highperformance teams in a larger enterprise organization
• A proven sales performance track record in solutionbased SaaS offerings with consistent overachievement of sales targets.
• Experience selling to the Csuite. A demonstrated ability to communicate effectively to individuals in these roles.
• Deep understanding of the digital experience / marketing technology solution selling space including data content journeys etc.
• Experience working within a matrixed organization including sales product customer success etc. to drive success strategy and customer experience
• Must have a strong understanding and experience running both shortterm and longterm complex sales cycles across various verticals
• Dedication to personal responsibility and expectation of performance
• Strategic problem solver with the ability to develop and implement business strategies
• A proven plan for building and running successful sales teams
• High emotional intelligence and empathy with a commitment to integrity in all business dealings
• Proven ability to navigate complex organizational dynamics and build consensus
• Empathy and high EQ to do it the right way
• Superior customerfacing attributes both internally and externally
• Collaborative approach with a track record of success in matrixed organizational structures requiring strong interpersonal skills and ability to win people over
• Work successfully in a team environment collaborating closely with all other organizations within Adobe including Sales Engineering Marketing Support etc.

Adobes Worldwide Field Operations

Adobes Worldwide Field Operations provides customers with the products services solutions and support they need to make lead measure and/or monetize their digital assets. WWFO includes Worldwide Sales Reseller Partnerships Partner Sales Adobe Global Services Sales Operations and the Adobe Worldwide eCommerce organizations.

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.

Adobe aims to make Adobe accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process email or call.

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 others employees.

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting) the application window will remain open until at least 12:01 AM Pacific Time in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location no specific application window applies and the posting may close at any time based on hiring needs.

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 positionis $331100 $577900 annually. Paywithin this range varies by work locationand may also depend on jobrelated knowledge skillsand 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 shortterm incentives are in the form of sales commission plans. Nonsales roles starting salaries are expressed as base salary and shortterm incentives are in the form of the Annual Incentive Plan (AIP).

In addition certain roles may be eligible for longterm incentives in the form of a new hire equity award.

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and fair chance ordinances.

Adobe is proud to be anEqual Employment Opportunityand 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.

Adobe aims to make Adobe accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process emailor call.

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 others employees.