Business Development Executive – Military, National Security & Homeland Security at Adobe

McLean, Virginia, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Military, National Security, Homeland Security, DefenseIndustries

Requirements

Minimum 5-7 years enterprise software sales experience within Federal government, DoD, or National Security sectors
Deep understanding of government procurement processes, funding models, and agency structures
Proven track record in business development, government relations, or public sector leadership
Established network with senior decision-makers in defense and security agencies
Experience with cloud technology (SaaS preferred) and proficiency in sales methodologies (e.g., Value Selling, Challenger Selling)
Strong communication and relationship-building skills
Ability to work cross-functionally with sales, marketing, and partner ecosystem teams

Responsibilities

Develop tailored value propositions aligning Adobe solutions with defense and security priorities (e.g., mission readiness, digital modernization, cost efficiency, AI adoption)
Identify, negotiate, and secure strategic partnerships and enterprise license agreements with key military and national security clients
Build and nurture relationships with senior stakeholders (CxOs, directors, agency leaders) across DoD, intelligence, and homeland security organizations
Lead market analysis to inform business strategies and monitor large-scale transformation projects
Represent Adobe at industry events, government councils, and conferences
Collaborate with internal teams and technology partners to package and deliver integrated solutions
Drive contract negotiations, ensuring compliance and favorable terms
Establish and track key performance indicators (KPIs) for business development efforts
Advocate for client needs, gather feedback, and drive continuous improvement

Skills

Business Development

Strategic Partnerships

Enterprise Sales

Contract Negotiation

Relationship Management

Market Analysis

Value Propositions

KPIs

Digital Transformation

AI Adoption

Adobe

Software solutions for content creation and marketing

About Adobe

Adobe provides a range of software solutions focused on digital experiences, catering to creative professionals, businesses, and educational institutions. Its main offerings include Adobe Creative Cloud, which contains tools for photography, graphic design, video editing, illustration, UI/UX design, 3D and augmented reality, and social media content creation. Adobe also offers marketing solutions through Adobe Experience Cloud and document management services via Adobe Document Cloud. The company operates on a subscription-based model, allowing users to access its software through monthly or annual plans, with special pricing available for students, teachers, and businesses. Adobe differentiates itself from competitors by providing a comprehensive suite of tools that cover various aspects of content creation and marketing, all integrated into one platform. The goal of Adobe is to empower users to create, manage, and optimize their digital content effectively.

San Jose, CaliforniaHeadquarters

1994Year Founded

$668.9MTotal Funding

IPOCompany Stage

Consumer Software, Enterprise Software, DesignIndustries

10,001+Employees

Benefits

Company Equity

401(k) Company Match

Risks

Emerging AI-driven design tools offer similar functionalities at lower costs.

Open-source alternatives may attract users away from Adobe's subscription model.

Data privacy concerns could affect trust in Adobe's cloud services.

Differentiation

Adobe offers a comprehensive suite for content creation, marketing, and document management.

Adobe's subscription model includes special pricing for students, teachers, and businesses.

Adobe integrates advanced analytics with Experience Cloud for data-driven marketing.

Upsides

Generative AI tools enhance Adobe's content creation and editing efficiency.

Remote work boosts demand for Adobe's cloud-based document management solutions.

AR's popularity in marketing benefits Adobe's 3D and AR tools.

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