Enterprise Sales Account Director State & Local Government Northwest

The Opportunity

Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobes digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.

What Youll Do

• Run an enterprise sales territory focusing on state & local government customers

• Develop target named account strategies and tactical penetration plans

• Develop and maintain relationships at the C and VP levels of the defined target named accounts

• Develop compelling value propositions based on return on investment cost/benefit analysis

• Successfully navigate the sales process by identifying potential business prospects assessing their suitability and finalizing new deals.

• Sell against annual revenue targets for software licenses and services

• Coordinate with pre-sales and professional services teams

• Supply creative ideas and participate in marketing events

• Provide accurate and timely sales forecasts

• Develop maintain and strengthen third party relationships

What You Will Need

• Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years experience)

• Understanding of public sector industry with an emphasis on digital experience for customers

• Understanding of broad competitor solution footprints for the information systems marketplace

• Be able to work with prospects to understand their business requirements and value models

• Ability to quickly adapt and then clearly articulate value propositions

• Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process

• Experience and success in selling high value long lead time enterprise solutions software ($500K and above)

• Excellent new business development skills and sales quota attainment track record

• Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.

• Strong skills in the following: communication presentation skills negotiation organizational and attention to detail

• Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers

• High comfort level and presence with senior government executives

• An accomplished history of selling multi-level to business technical IT people and C-level executives

• Bachelors degree or equivalent experience in a related area

• Regional travel for this role is approximately 50% by land and/or air

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity productivity and personalized customer experiences. Adobes industry-leading offerings including Adobe Acrobat Studio Adobe Express Adobe Firefly Creative Cloud Adobe Experience Platform Adobe Experience Manager and GenStudio enable people and businesses to turn ideas into impact powered by AI and driven by human ingenuity.

Our 30000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. Were on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Lets Adobe together

At Adobe we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life including our values and culture focus on people purpose and community Adobe for All comprehensive benefits programs the stories we tell the customers we serve and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 1 .

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work your application may not move forward in the process.

At Adobe we empower employees to innovate with AI and we look for candidates eager to do the same. As part of the hiring experience we provide clear guidance on where AI is encouraged during the process and where its restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

At Adobe for sales roles starting salaries are expressed as total target compensation (TTC base commission) and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

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

State-Specific Notices:

California:

Fair Chance Ordinances

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

Colorado:

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 the date and time stated above in 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.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.