Inside Sales Representative - Own Quota

About Adobe

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!

Inside Sales Representative - Own Quota

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 craft and deliver outstanding digital experiences. We’re passionate about empowering people to build 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 crafting outstanding employee experiences. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.

The Art of Sales is Changing

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too. In most companies, sales teams are somewhere on the journey below:

• Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.
• Marketing turns over long lists of leads, which are typically contacts in your target audience.

At Adobe – ICX sales, we're a Modern Sales Team with 400+ Digital sellers. We work with Adobe.com digital marketing & engagement funnel. Join us as Account Managers, improving customer experience and growing Adobe's market share.

What you’ll do as an Account Manager

• Plays a crucial role in developing and managing relationships with large customers from the ICX-Reseller book of business.
• Build connects and nurture positive relationships with managers and decision-makers in these large accounts.
• Drive revenue growth by identifying upsell and cross-sell opportunities.
• Understand customers' business needs and difficulties on document workflows and creative content creation, offering solutions.
• Manage the opportunity pipeline from week to week, providing accurate and timely updates to management.
• Research customer contracts and purchasing history to figure out the expansion opportunity in an account.
• Devise customized connect strategy based on the account plan.
• Engage customers daily via Teams/Video calls to conduct extensive account reviews.
• Lead negotiations and pricing discussions to achieve mutually beneficial outcomes.
• Stay informed about industry trends, regulatory changes, and the competitive landscape of Document/Creative domain.

What you need to succeed

• MM/Enterprise Segment exposure and proven ability to manage a large customer set.
• 3+ years’ experience in a similar role, with experience in selling SAAS solutions preferred.
• Proven track record leading a matrixed organization to sell SAAS solutions.
• Ability to forge and maintain strong business relationships from IT to the C-Suite.
• Excellent communication and presentation skills.
• Proven experience using quantitative and qualitative analysis to identify new sales opportunities.
• Flair for technology and ability to lead a customer conversation with value-selling.
• Ability to independently give basic product demos to customers.
• International sales experience with exposure to NA markets preferred.
• Working hours will coincide with the US Time Zones.
• Bachelor’s Degree or equivalent experience.

Equal Employment Opportunity

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disa