Enterprise Account Director
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, working with Adobe’s largest customers across the Manufacturing industry. This includes the development of long-term relationships with customers as well as crafting strategic account plans. The Account Director will achieve this through software solution selling capabilities and direct, face-to-face contact with the customer. Responsibilities include building relationships at all levels - prioritizing 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 entire US. Successful candidates will be high energy, data-minded, naturally inquisitive, and tech-savvy individual with prior senior level sales experience. Do you value extraordinary benefits, and one of the best places to work in the world?
What you’ll do
- Act as the CEO of your Business, crafting a multi-year strategic vision focused on tangible value realization and sales excellence.
- Proactively identify and establish cross-functional executive relationships (CIO, CTO, CMO, CDO) with alignment on business use cases and measurable outputs.
- Communicate with customers effectively and persuasively leveraging the Adobe story to align offerings with the client’s vision, addressing specific business challenges and measurable impact (e.g. return on investment of product).
- Position yourself as a trusted advisor through demonstration of industry expertise, thought leadership, and understanding of macro-economic trends.
- Excel as a resilient and innovative problem solver, leading teams through the resolution of ambitious and sophisticated digital marketing challenges with tangible, value-driven results.
- Lead, collaborate, orchestrate, and leverage Adobe's entire Ecosystem and Partner network to drive account strategy and resulting measurable outcomes.
- Manage sophisticated sales processes, coordinating with legal, deal desk, product marketing, product support & engineering and other Adobe customers.
- Identify and lead collaboration with external 3rd parties including tech partners and system integrators.
- Achieve the primary goal of driving value realization while also supporting the secondary goal of achieving sales targets through the successful execution of the account strategy and customer journey.
- Develop strong account plans with a focus on adoption/value realization and lead regular account planning meetings to ensure alignment through varied market conditions.
- Lead and drive all available ecosystem support to ensure the clients adoption of solutions is aligned to strategic goals for the account.
Ideal candidate will have:
- Minimum 5 to 7+ years with consistent track record selling solutions to Marketing, IT, and brands or lines of business in large enterprise organizations.
- Minimum of 5 to 7+ years of experience with Value Realization methodologies, with primary focus on driving Value conversations across enterprise organizations.
- Team player, adept at partnering optimally in a team environment, inclusive of other Adobe teams (Sales, Support, Engineering, Product & Marketing, Customer Success, etc.)
- Strong grasp of digital experience technologies and SaaS within the Manufacturing space;
- Proven Sales Excellence and creative, problem-solving mentality
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.
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