We are looking for an energized Account Executive to sell Adobe Experience Cloud solutions into enterprise Territory accounts. These solutions include AEM, Target, Analytics and Audience Manager.Responsibilities include the sales and acquisition of software licensing/subscription revenue primarily through net-new logo accounts, as well as occasional cross-sell and up-sell into existing accounts, within a large geographic area. Development of long-term relationships with customers as well as the development of account plans for new relationships are key priorities. This role will achieve this through solution selling capabilities and direct, face-to-face contact with the customer. The individual will navigate through an enterprise organization to leverage cross selling opportunities and will be responsible for selling complex technical products and/or services. This would typically be a limited number of the companys products, a technology or those that are strategic in nature. Will specialize in a single product or product line. Generally, not account-assigned; called into accounts as opportunities are identified and may work with teammates aligned to other Adobe products to close sales. May manage and coordinate the sales and technical team in support of the sale of the companys products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales.
What youll do
Driving incremental revenue in new and existing accounts by hunting within a territory. This role consists of net-new and install base business.
Find, develop, and close opportunities within a geographic territory structure
Adhere to Adobes Value Selling methodology
Collaborate with other team members on complex multi-solution sales opportunities as equal partners ego is in check
Develop strong relationships with Business Unit personnel and provide transparent feedback
Maintain an accurate forecast for current quarter, following quarter (Q 1), top deals, and overall pipeline health.
What you need to succeed
Minimum 7 years proven track record of enterprise level direct sales expertise. 10 years experience highly preferred. Prior success in carrying a $2M quota also preferred.
Strong working knowledge of digital marketing solutions.
Prior experience selling into both CMO/Marketing and IT departments is highly desired.
Experience in selling SaaS.
Proven Track record selling enterprise solutions into large, complex customer accounts.
Strong understanding of enterprise sales and process as well as the ability to forge and maintain good business relationships.
Demonstrated analytical and computer skills.
Excellent communication and presentations skills with top-notch customer service approach.
Proven experience in using quantitative and qualitative analysis to assess partnership performance and make recommendations for each account.
Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/opportunities and recommending an approach to solving problems and pursuing opportunities.
Ability to work successfully in a highly matrixed team environment, partnering with all other organizations within Adobe including Sales, Engineering, Production & Marketing.
Strong understanding of Web and Marketing technologies.
Creative problem-solving approach.
Ideal Candidate will have.
Deep understanding of email & other types of marketing, including competing technologies. Has a strong opinion in these areas.
Broad experience in running $1M sales cycles.
Challenger mentality / hunter profile.
Hungry and motivated to build a pipeline vs. expectation of having leads handed served up.
Proven top performer that requires little to no enablement around sales execution.
At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.
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Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability or veteran status.