Enterprise Sales Account Manager, Digital Experience

Our Enterprise Account Executives are responsible for selling the Adobe Experience Cloud into named accounts with $1B or more in annual revenue. The prospect accounts are in a regional territory and span a diverse set of industries including, but not limited to: Manufacturing, Retail, Media & Entertainment, Travel & Hospitality, Financial Services, Health Care. Sell complex software solutions to key clients, secure new business, be self-motivated, and excel in a dynamic environment? Join the Adobe Sales team. Being an Account Executive in the Experience Cloud Enterprise New Business Unit means showcasing the Adobe Experience Platform and our premier applications like Marketing Automation (Campaign and Marketo), Commerce (Magento), Content Management (Experience Manager), and the Data Platform (Experience Platform, Analytics, and Audience Manager). You will be responsible for leading our resources from prospect to close. We are looking for dedicated, collaborative, and innovative Account Executives who are excited to facilitate transformative deals.

• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new customers to drive strategy through organization.

• Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).

• Customer Competence - 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. Encourage all accounts to become Adobe references.

• Business Planning – Develop and deliver comprehensive business plan to address customer's priorities. Apply Strategic Value Assessments, benchmarking and data to support the customer’s decision process.

• Pipeline planning - Follow a focused approach to maintaining a rolling 4Q pipeline. Keep pipeline current; Collaborate with support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.

• Demonstrate Adobe Solutions – Be proficient in and bring all Adobe offers to bear on sales pursuit. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

• Field Marketing - Support all Adobe promotions and events in the territory.

• Demonstrated success in consistently driving deals through prospecting, discovery, presenting solutions, negotiating, and closing new business.

• 8+ years’ of sales experience, of which 2 years involved a complex solution sales process into the C/SVP level decision-makers in Marketing, IT, Sales and Procurement.

• Industry Manufacturing and B2B model solution sales experience is a plus with a record of consistently meeting or exceeding sales targets

• Our most successful sales executives take a consultative approach and seen by our customers as trusted, ecommerce and merchandising advisors.

• Experience selling or ability to master and articulate the value of Adobe’s marketing cloud software solutions.

• Ability to work successfully in a team environment acting as the leader and liaison with all organizations within Adobe including, Sales, Engineering, Product, Marketing and Partnership;