Enterprise Sales Account Manager - AEM Guides
Enterprise Sales Account Manager - AEM Guides
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Job Description
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 Challenge
Adobe is looking for Enterprise Sales Specialists responsible for achieving sales targets through the sale of Adobe Experience Manager Guides an enterprisegrade component content management solution (CCMS) that helps organizations manage their postsales support content. You will be part of our core sales team working with new and existing Adobe customers across relevant industry verticals. This includes generating new business and setting up longterm relationships with existing accounts. The Enterprise Sales Specialists will achieve this through solutionselling capabilities and direct customer interaction. The individual will be responsible for navigating through the customers organization. This position is crucial in Adobes Digital Advertising Learning & Publishing Business Unit. The right fit will be high energy dataminded and techsavvy people with prior software sales experience.
What youll do
- Meet or exceed quota targets
- Develop effective and specific account plans to ensure revenue target delivery while developing relationships in new and existing accounts.
- Become a trusted advisor by establishing positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise value of solutions value of implementation expertise)
- Develop customer acuity to understand each customers 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
- Lead account relationships prospect profiling and sales cycles while working with customers to become Adobe references
- Develop and deliver comprehensive business plan to address customers priorities and hurdles. Utilize Strategic Value Assessments benchmarking and Return on Investment data to support decision process
- Follow a welladapted approach to maintaining a rolling 4Q pipeline and maintain pipeline current
- Use and collaborate with support organizations including Product Marketing Partners and channels to funnel pipeline into the assigned territory
- Advance and close sales opportunities through the successful of the sales strategy and roadmap
- Support all Adobe promotions and marketing/customer events in the vertical
Ideal candidate will have:
- Track record of demonstrating sales excellence
- Proven results selling value
- Maintain white space analysis and of initiatives (upsell and crosssell) on customer base
- Orchestrate resources: deploy appropriate teams and resources to execute winning sales
- Utilize the Adobe sales model
- Understand Adobes competition and effectively position solutions to differentiate Adobe and secure the business
- Maintain CRM system with accurate customer and pipeline information
Requirements:
- Minimum 5 years with consistent track record selling enterprise software solutions to organizations
- Ability to work optimally in a team environment acting as a liaison with all other organizations within Adobe including Sales Engineering Product & Marketing
- Strong understanding of web technologies CMS and SaaS
- Creative problemsolving approach
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.
Required Experience:
Manager
Employment Type
Full-Time
