Product Sales Specialist – Growth & Collaboration Products

Employment Type: Full-time

Company Overview

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!

Position Overview

The Integrated Customer Experience (ICX) team at Adobe combines the strengths of over 2000 Sales and Customer Support agents to deliver intelligent, personalized, and seamless experiences. Our focus is on using data and advanced technology to anticipate customer needs, reduce friction, and create long-term value for our customers, employees, and business.

The Product Sales Specialist – Growth & Collaboration Products is the primary resource for the sales teams for Growth products and will work in conjunction with the sales team as the key advisor. The Product Sales Specialist will help sales teams build, maintain, and advance sales stages/pipeline and meet the required opportunity closure ratio. The specialist articulates return on investment, solution positioning, and associated value proposition to customers by establishing and maintaining positive relationships with customers and team members during all sales stages. You will also provide training, leadership, and support to the team members.

Key Responsibilities

• Close Sales Deals: Assist ICX Sales Reps in closing Document Cloud and Creative Cloud deals for target accounts within your assigned region and leads generated from the SMB team.
• Achieve Quarterly Quotas: Own and overachieve assigned product quotas in line with Adobe’s linearity targets. Drive growth through upselling or introducing new solutions by completing outbound campaigns and calls, while providing guidance and support to the aligned sales teams.
• Demonstrate Product Expertise: Maintain a deep understanding of Adobe’s solutions and how they fit into various business scenarios, establishing yourself as a trusted advisor.
• Consultative Engagement: Build strong relationships at multiple levels within customer organizations to recommend the right document workflow solutions.
• Articulate Value Propositions: Communicate Adobe’s value proposition and competitive positioning effectively during customer conversations.
• Handle Objections: Navigate customer objections smoothly, providing clear and concise responses that highlight platform benefits.
• Competitor Knowledge: Stay updated on market trends and competitor offerings to better position Adobe solutions.
• Pipeline Management & Forecasting:
  • Keep CRM updated with daily/weekly pipeline activities.
  • Provide accurate forecasts on an ongoing basis.
  • Participate in forecast review meetings to track revenue and growth progress.
• Sales Enablement: Support and enable Front line sales reps by enhancing their product knowledge and selling skills to improve performance.

What You’ll Need to Succeed

• Exceptional Interpersonal Skills: Strong verbal, written, and presentation abilities to effectively communicate product value.
• Passion for Sales/Presales: Enthusiasm for inside sales and guiding sellers in customer interactions.
• Customer Focus: Ability to engage customers in meaningful conversations about products and solutions, while handling objections and challenges.
• Proven Sales Experience: Proven experience in sales, presales, solution selling, account management, or business development.
• Expertise in delivering product demos, showcasing features, and tailoring solutions to customer needs.
• A track record of identifying revenue opportunities through consultative selling.