Account Executive Business Professional Specialist

The Opportunity

There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient toaccomplishtheirobjectives. They see AI and conversational interfaces as a more productive way to accelerate creative storytelling and to quickly synthesize information across multiple documents. They are looking for quick and easy tools that are available on every computing surface and an easy onramp that allows them to trial products and subscribe based on the value derived. As the need for creative make them more creative and productive in their business context.

The job of the BP&C sales team is to bring this guiding message to our enterprise customersandtoshowhowAdobecanprovidevalueandcompeteagainstanewhostof broad-based productivity products in the market.

Business Goals

The opportunity described above for Business Professionals and Consumers will be the driving force of the Business Professionals and Consumers sales (BP&C) team. That team willbe responsible forAdobe Acrobat and Adobe Express in the enterprise segment. Those products haveincreasinginterconnected enterprise workflows that allow business professionals to understandandsynthesizedocumentsandothercorporatematerialtoproducehighlydesigned and creative output via Express. This combination of insights and creativity lies at the center ofwhat arecustomers areseekingand what the BP&C sales team is chartered torepresent.

Team Traits

TheBP&Cteamneedstohavethefollowingtraits:

• New Landscape & Knowledge well-versed in a new landscape of productivity toolsthatarebeingpositionedacrosstheenterpriseandhowAdobesofferings stack up against a new competitive landscape.

• Demand-led Sales the ability toidentifynet new use cases for business professionalstorunafullsalescyclesfromdeckanddemoto identificationofpain and metrics to POC to close as both out of cycle and part of a renewal.

• Pipeline Generation personal responsibility over pipeline generation to new functionalbuyersofourbusinessprofessional offeringsbeyondthetraditional Acrobat user and into marketing field sales and knowledge workers.

• NewProducts&DemotheabilitytopersonallysellpositionanddemoAcrobat Express plus a host of potential new products and offers including integration of Express into Co-Pilot ChatGPT and other business professional products and so therefore this team needs to show how companies canbenefitfrom our offerings personally.

• Technical Knowledge Curiosity & Understanding the ability to do simple demonstrationofproductswithouttechnicalhelptodemonstratethevalueand ease of use of our products to the business professional.

• ChangeAgility&GrowthMindset-ComfortoperatinginambiguityandevolvingGTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach.

• Cross-FunctionalInfluence&InternalNavigation-AbilitytoworkwithPMMonuse cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams withpersonafeedback.

• Strong Operational & Pipeline Discipline- CRM excellence (Clari hygiene usage tracking qualification). Velocity pipeline motions (prioritization expansion triggers). StrongcollaborationwithMarketingBDRRenewalsandProductforfeedbackloops.

SpecialistRequirements

• Pipeline Generation personal responsibility and activity around pipeline generationwithweeklyexpectationof5/5outboundingof5contactsto5accounts tohitatargetof3newbusinessmeetings(representingexpansionornewopps)perweek.

• Technical Understanding Curiosity & Ability to Demo understandingof AcrobatExpressExpressintegrationswithChatBotsandnetnewproductsthat might be introduced by Adobe into this audience. A clear understanding of the competitive landscape for worker productivity tooling including Co-Pilot ChatGPT Canva Gamma and others. The ability to demo on sales calls both Acrobat/AIA/SpacesExpressandExpressintegratedintoChatBotsincludingnet new use cases like generative presentations and other that represent net newenterpriseworkflowswhichspanourproducts.

• LOBPersonasabilitytoreachouttomessageandholdsalesconversationswith lineofbusinesspersonasincludingC-levelorC-level1rolesinsalesmarketing ITfinanceHRlegalandmore.

• Deal Progression & Business Case the ability to run a complex enterprise deal cyclefrominitialmeetingthroughproofofvaluetobusinessjustificationandclose bothaspartofarenewalbutequallyimportantlythroughanniversariesandoutofcycle.

• CompetitivePositioningtheabilitytoclearlyarticulatewhyAdobessolutionsare betterthanotherproductsinmarketforPDFclonesbutmoreimportantlythrough a host of new productivity tools in the market today including CoPilot ChatGPT Canva ClaudeGammaand others. Fluency in real-world use cases: Sales decks HRonboarding workflows operations playbooks marketing content creation contractworkflows.

• ExecutiveEngagementtheabilityandwillingnesstoengagewiththehighlevellevelsof ourenterprisecustomerstotalk about Adobesofferingsinthebusinessprofessional space. Clear ability to hold the room at a CEC tospeakothercustomerssuccess with ourproducts and beyond.

• LeadingIndicatorspersonalresponsibilityandownershipoverleading indicators in meeting counts of 3 new business meetings and 10-15 customer meetings perweek.

• Commercial Acumen & Deal Strategy - ability to run full deal cycles for (usageseatgrowthdepartmentaladoption).

• Consultative&Solution-BasedDiscovery-AbilitytodemoAI-poweredworkflowsthat combine multiple Adobe products. Ability to translate AI capabilities into productivity/business outcomes ROIjustification around cost savings or revenue to lead consultative conversations with cross-functional teams. Distilling complex customer needs into 12 high-impact value drivers. Framing problem statements and ROI for executives and end-users.

• ProductEvangelism&CustomerEducation-Skilledinrunningworkshopsenablement sessions demo days. Ability to simplify complex workflows into intuitive stories. EvangelizingAdobesAIproductivitystackinawaythatresonateswithnon-creative non-technical buyers.

• Slack ability and willingness to communicate via Slack for deal updates teamcommunicationandcommunicationbroadlywithproductandmarketingspanning our BP&C products.