Mgr, Specialist Sales

At Adobe, our Integrated Customer Experience (ICX) team combines the strengths of 2000+ Sales and Customer Support agents to deliver intelligent, personalized, and seamless experiences. Our focus is on using data and advanced technology to anticipate customer needs, reduce friction, and create long-term value for our customers, employees, and business.

The Product Sales Specialist – Growth & Collaboration Products is the primary resource for the sales teams for Growth products and will work in conjunction with the sales team as the key advisor. Product Sales Specialist will help sales teams build, maintain and advance sales stages/pipeline and meeting the required opportunity closure ratio. The specialist articulates return on investment, solution positioning and associated value proposition to customers by establishing and maintaining positive relationships with customers and team members during all sales stages. You will also provide training, leadership, and support to the team members.

Key Responsibilities:

• Sales Leadership & Execution:
• Lead and support the specialist sales team in closing Document Cloud and Creative Cloud deals for target accounts within the assigned region.
• Drive quarterly quota attainment by ensuring consistent execution of sales strategies and adherence to linearity targets.
• Collaborate with the SMB Sales teams to convert leads/CTA into pipeline opportunities and closed deals.
• Strategic Sales Planning:
• Develop and implement sales strategies and outbound campaigns to drive growth through upselling and cross-selling opportunities.
• Identify key customer difficulties and align Adobe's solutions to meet business needs, improving value delivery.
• Team Development & Enablement:
• Mentor and coach the specialist team on solution selling, demo delivery, and objection handling.
• Champion continuous learning by providing regular training sessions and enabling sellers with updated product knowledge and market insights.
• Monitor team performance, provide feedback, and identify areas for skill enhancement.
• Customer Engagement & Solution Consulting:
• Establish and nurture relationships with customer at multiple levels to promote Adobe's value proposition.
• Oversee high-impact demos and consultative engagements, ensuring tailored solutions are presented to meet customer needs.
• Pipeline Management & Forecasting:
• Ensure accurate pipeline tracking, forecasting, and reporting in the CRM system.
• Participate in regular forecast review meetings to track revenue and growth progress.
• Identify trends and provide insights to leadership for improved sales performance.
• Market Intelligence & Competitive Positioning:
• Stay updated on industry trends, competitor offerings, and market changes.
• Equip the team with insights to position Adobe solutions effectively and address competitive threats.

What You'll Need to Succeed:

• Leadership & Coaching Skills:
• Proven experience in managing and coaching sales teams, with a focus on driving performance and enabling growth.
• Ability to motivate and lead through demonstration, encouraging a collaborative culture.
• Sales Expertise:
• 7+ years of experience in sales, presales, solution selling, or business development, with at least 3 years in a leadership role.
• Strong track record of achieving and exceeding sales targets.
• Critical Thinking:
• Ability to develop and execute sales strategies aligned with business objectives.
• Skilled in identifying growth opportunities and driving expansion within accounts.
• Customer-Centric Approach:
• Excellent consultative selling skills with the ability to understand customer needs and position Adobe solutions effectively.
• Communication & Presentation Skills:
• Strong verbal and written communication skills to engage with customers and influence team members.
• Expertise in delivering impactful presentations and product demonstrations.
• Technical & Product Knowledge:
• Deep understanding of  SAAS solutions and their application in business scenarios.
• Ability to translate technical features into business value propositions.
• CRM & Reporting Proficiency:
• Hands-on experience with CRM systems for pipeline management and forecasting.
• Data-driven mindset with the ability to analyse sales metrics and drive improvements.