Sr. Manager, Enterprise Sales
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 a Sr. Sales Manager who is responsible for achieving team sales targets through the sale of Adobe’s Digital Marketing product lines. This will be part of our enterprise sales team, working with Adobe’s largest customers across the Retail industry. The successful candidate will be familiar with selling business-focused enterprise software applications and/or digital marketing solutions. This front-line leadership role will be responsible for building and developing a team’s sales pipeline by guiding Account Directors who deliver on their respective sales goals. Front line leaders have an incredible opportunity to be hands on, model the best in-class behavior, and take direct ownership for success of the team in all areas. We want someone who can effectively sell to C-Suite executives, board members, and their teams; be an entrepreneur at heart, with ability to operate in decentralized and autonomous fashion with a bias for action; instill a culture of excellence that exceeds goals and targets; lead, mentor and continuously develop the team so that success is achieved in a balanced fashion.
What you’ll do
- Lead and mentor impactful sellers through sales and account management motions.
- Coach and support Account Directors with individualized plans. Give feedback and direction. Willing and able to jump in when needed with focus on empowering reps to be successful and self-sufficient.
- Engage and orchestrate entire ecosystem team to drive consensus and action. Ability to influence PS, SE and CSM teams.
- Infuse Adobe's best interest, values, and process into all internal/external meetings.
- Lead large, complex sales processes internally involving legal, deal desk, product marketing, etc.
- Act as the CEO of your Business. Scale processes of leading the team, deal inspection, and day-to-day support the team across the book of business.
- Innovative and resilient problem solver. Ability to critically think and take charge on solving complicated and sophisticated problems/ blockers that allow Adobe to better serve our customers and get deals done at scale.
- Demonstrate industry expertise, thought leadership, grasp of macro-economic environment and be a trusted advisor.
- Articulate the Adobe story, outstanding value proposition and how Adobe’s solutions align with customer’s vision and address customer’s business issue (e.g. return on investment of product).
- Ingrain an environment of operational excellence with view into data, weekly forecast, team compliance to keep account strategies on track and deals progressing with tenacity, accuracy and awareness of status.
- Drive revenue and quota across Account Directors and ecosystem. Coach team to own, expand and close deals. Ensure account and territory plans are in place.
- Manage expectations for leadership against pipeline with accuracy and dependability.
- Drive sales process, repeatability, deal hygiene, forecast accuracy, and close opportunities effectively across a team of reports.
Ideal candidate will have:
- 5+ years of successful sales leadership experience preferred, in business application software, as measured by sales performance against goals. 10+ years overall experience in enterprise level software selling required.
- Proven leadership in sophisticated sales cycles resulting in 7 and 8 figure subscription commitments.
- Have led a team of Account Directors - managing escalations, conducting deal reviews, assisting in customer negotiations etc.
- Expertise in the retail industry
- Demonstrated ability to foster exec relationships with genuine curiosity about customers’ success. Owning “day to day” exec sponsor role is crucial.
- Highly collaborative with the ability to lead in matrixed environment. Ability to sell internally just as effectively as externally to help teams win.
- Ability to recruit, mentor, develop and retain top talent.
- Must be comfortable with extensive travel across the country.
- Growth mindset, eager to learn, with ego in check.
- BA/BS degree required.
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.
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.
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