Enterprise Sales Account Manager

Our Company

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!

The Challenge

Adobe is looking for an Account Director who is responsible for achieving sales targets through the sale of Adobe's Digital Marketing product lines. As a part of our enterprise sales team, you will work with Adobe's largest customers across the FSI industry. This includes developing long-term relationships with customers as well as crafting strategic account plans. The Account Director will achieve this through software solutions selling capabilities and direct, face-to-face contact with the customer.

Responsibilities include building relationships at all levels with a focus on the C-suite, and effectively navigating the customer's organization. You will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solution. This is a key role at one of the most respected technology companies in Silicon Valley and the United States.

Successful candidates will be high-energy, data-minded, naturally inquisitive, and tech-savvy individuals with prior senior-level sales experience.

What you’ll do

• Approach the business strategically and set a multi-year north-star vision and strategy for your business grounded in value. Proactively identify and achieve a path-to-sales plan.
• Be an innovative and resilient problem solver. Lead on solving ambitious and sophisticated problems that help Adobe better serve our customers.
• Communicate with customers effectively and persuasively to uncover viable solutions from their perspective.
• Build strong executive relationships across multiple roles (CIO, CTO, CMO, CDO).
• Identify and gain alignment from the customer on compelling business issues to be addressed.
• Demonstrate industry expertise, thought leadership, and a grasp of the macro-economic environment as a trusted advisor.
• Articulate the Adobe story, unique value proposition, and how Adobe's solutions align with the customer's vision and address their business issues (e.g., ROI).
• Lead, collaborate, and orchestrate Adobe's ecosystem and partners to drive outcomes; use the ecosystem to its fullest potential.
• Collaborate to drive consensus and action. Own and drive the territory and account strategy and how the ecosystem will support.
• Manage large, sophisticated sales processes internally involving legal, deal desk, product marketing, product support and engineering, and other Adobe customers.
• Identify and lead collaboration with external third parties including tech partners and system integrators.
• Meet sales quota and run an efficient business.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Build strong account plans at the beginning of the year and lead regular account planning meetings to keep the team aligned.
• Follow a well-adapted approach to maintaining a rolling 4Q pipeline, keep the pipeline current, and quickly qualify opportunities. Collaborate with support organizations including Marketing, Inside Sales, Partners and channels to funnel pipeline into your accounts.

Ideal candidate will have:

• Minimum 5 to 7+ years with a consistent track record selling solutions to Marketing, IT, and brands or lines of business in large enterprise organizations;
• Ability to work effectively in a team environment, effectively partnering with other Adobe teams including Sales, Support, Engineering, Product & Marketing;
• Strong understanding of digital experience technologies and SaaS within the FSI space;
• Validated Sales…