Enterprise Sales Account Manager at Adobe

São Paulo, State of São Paulo, Brazil

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Not SpecifiedCompensation

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

Full TimeJob Type

UnknownVisa

Financial Services, Technology, SoftwareIndustries

Requirements

Consistent track record of success driving deals through prospecting, discovery, solution proposal, negotiation 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
Take a consultative approach and seen by customers as trusted ecommerce and merchandising advisors
Experience selling or ability to master and articulate the value of Adobe’s marketing cloud software solutions
Prior expertise in Financial Services is a plus
Ability to work successfully in dynamic environments

Responsibilities

Develop effective and specific account plans to ensure revenue target delivery and sustainable growth; develop relationships in new customers to drive strategy through organization
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)
Actively understand 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
Lead account relationships, prospect profiling, and sales cycles; encourage all accounts to become Adobe references
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
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
Support all Adobe promotions and events in the territory
Sell the Adobe Experience Cloud, including Adobe Experience Platform and marketing leading applications (Marketing Automation like Campaign and Marketo, Commerce like Magento, Content Management like Experience Manager, and Data Platform like Experience Platform, Analytics and Audience Manager) into named accounts with $1B+ annual revenue in the Financial Services Industry in a regional territory
Lead resources from prospect to close

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ManagementSales StrategyCustomer Relationship ManagementMarketing AutomationCampaignMarketoCommerceMagentoContent ManagementExperience ManagerData PlatformExperience PlatformAnalyticsAudience Manager

Questions & Answers

Common questions about this position

What is the salary or compensation for this Enterprise Sales Account Manager role?

This information is not specified in the job description.

Is this Enterprise Sales Account Manager position remote or does it require office work?

This information is not specified in the job description.

What skills and experience are required for the Enterprise Sales Account Manager role?

Previous success selling software to big clients is required, along with the ability to develop effective account plans, establish trusted advisor relationships, understand customer technology footprints and strategies, and lead sales cycles in enterprise accounts.

What is the company culture like at Adobe for this sales role?

Adobe is passionate about empowering people to create digital experiences, committed to hiring the best, creating exceptional employee experiences with respect and equal opportunity, valuing new ideas from everywhere, and fostering dynamic environments for collaborative and innovative account executives.

What makes a strong candidate for the Enterprise Sales Account Manager position?

Strong candidates have previous success selling software to big clients ($1B+ revenue), especially in Financial Services, and excel at developing sales strategies, building trusted advisor relationships, understanding customer tech landscapes, and leading complex sales cycles to close transformative deals.

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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