Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!
Adobe Experience Cloud Sales Position Description
The Challenge
We are looking for an energized Account Executive to sell Adobe Experience Cloud solutions into State and Local Government accounts! These solutions include AEM (Sites, Forms, Assets), Target, Analytics, Campaign and Audience Manager, Workfront and Adobe Sign.
Responsibilities include the sales and acquisition of software licensing/subscription revenue through net-new logo accounts, as well as 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. You will navigate through various State and Local Government organizations to cross sell opportunities and will be responsible for selling complex technical products and/or services.
The Role
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
Collaborate with other team members on complex multi-solution sales opportunities as equal partners – ego is in check
Develop positive relationships with Business Unit team’s and provide clear feedback
Maintain an accurate forecast for current quarter, following quarter (Q+1), top deals, and overall pipeline health.
What you need to succeed
Strong working knowledge of digital marketing solutions.
Prior experience selling into both CMO/Marketing and IT departments is highly desired.
Experience in selling SaaS.
Experience 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.
We’d like to see strong experience in analytical and computer skills.
Proven communication and presentations skills with outstanding customer service approach.
Looking for 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 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
Minimum 7+ years of enterprise level direct sales expertise. Prior success in carrying a $1M + quota also preferred
Deep understanding of email & other types of marketing, including opposing technologies.
Broad experience in running $1M + sales cycles.
Challenger attitude / hunter profile.
Hungry and motivated to build a pipeline vs. expectation of having leads handed served up.
Proven record of top performance that requires little to no enablement around sales execution.
Coverage: State and local Government accounts in the North East
Pursuant to the New York City Pay Transparency Law, below is a summary of compensation elements for this role if based in New York City.
New York Starting Salary $231,400 – $300,500
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.
