Enterprise Sales Account Manager - AEM Guides

The Challenge

Adobe is looking for Enterprise Sales Specialists responsible for achieving sales targets through the sale of Adobe Experience Manager Guides, an enterprise-grade component content management solution (CCMS) that helps organizations manage their post-sales 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 long-term relationships with existing accounts. The Enterprise Sales Specialists will achieve this through solution-selling capabilities and direct customer interaction. The individual will be responsible for navigating through the customer's organization. This position is crucial in Adobe's Digital Advertising, Learning & Publishing Business Unit. The right fit will be, high energy, data-minded, and tech-savvy people with prior software sales experience.

What you'll 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 customer's 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 customer's priorities and hurdles. Utilize Strategic Value Assessments, benchmarking, and Return on Investment data to support decision process
• Follow a well-adapted 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 execution 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 execution of initiatives (upsell and cross-sell) on customer base
• Orchestrate resources: deploy appropriate teams and resources to execute winning sales
• Utilize the Adobe sales model
• Understand Adobe's 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, problem-solving approach