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Job Description
Our Company
Changing the world through digital experiences is what Adobexe2x80x99s all about. We give everyonexe2x80x94from emerging artists to global brandsxe2x80x94everything they need to design and deliver exceptional digital experiences! Wexe2x80x99re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.
Wexe2x80x99re 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 is looking for a rare Account Executive who is responsible for achieving sales targets through the sale of Adobexe2x80x99s Digital Experience (DX) product lines. You will be part of our savvy sales team, working with Adobe customers across our Financial Services and Insurance (FSI) market. This includes the development of long-term relationships with Financial customers as well as crafting account plans for new relationships. The Account Director will achieve this through solution selling capabilities and direct, face-to-face contact with the customer. The individual will be responsible for navigating through the customer’s key stakeholders and executives in marketing, IT, and procurement organizations. Your team will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solutions. This is a key role at one of the hottest technology companies in Silicon Valley xe2x80x93 and the entire US. The right fit will be, high energy, data-minded, and tech-savvy people with prior sales experience. Do you value extraordinary benefits, and one of the best places to work in the world?
What youxe2x80x99ll do
We are looking for you to exceed quota targets;
Sales strategies – Develop effective and specific account plans to ensure revenue target delivery and balanced growth. Develop relationships in new and existing customers and demonstrate to drive strategy through organization;
Trusted advisor – Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise);
We love someone with good Customer Acumen – Actively understands 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;
Territory and Account Leadership – Lead account relationships, prospect profiling, and sales cycles. Reassure all accounts to become Adobe references;
Business Planning xe2x80x93 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 the customerxe2x80x99s decision process;
Pipeline planning – Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep pipeline current;
Pipeline partnerships xe2x80x93 Leverage and collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
Use Adobe Solutions xe2x80x93 Be proficient in and bring all Adobe offers to bear on sales pursuits;
Advance and close sales opportunities – through the successful execution of the sales strategy and roadmap;
Support all Adobe promotions and events in the territory.
You will possess:
A proven track record of Sales Excellence;
The ability to sell value;
The ability to create and maintain white space analysis and execution of initiatives (up sell and cross sell) to an Enterprise customer base;
Experience orchestrating resources: deploy appropriate teams and resources to execute winning sales;
An understanding of Adobexe2x80x99s competition and effectively position solutions against them;
The ability to maintain CRM system with accurate customer and pipeline information.
Requirements:
Minimum 5 to 7+ years with proven track record selling solutions to stakeholders and executives in Marketing, IT, and LOB;
Ability to work successfully in a team environment, acting as a liaison with all other organizations within Adobe including Sales, Engineering, Product & Marketing;
Strong understanding of web technologies and SaaS;
Creative, problem-solving approach.
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this positionxe2x80xafis $231,700 — $344,900 annually. Payxe2x80xafwithin this range varies by work locationxe2x80xafand may also depend on job-related knowledge, skills,xe2x80xafand experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
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.
