Sr. Manager of Enterprise Sales - HLS

Sr. Sales Manager - Digital Marketing

Employment Type: Full time

Our Company

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!

The Challenge

Adobe is looking for a Sr. Sales Manager who is responsible for achieving team sales targets through the sale of Adobe’s Digital Marketing product lines. This will be part of our enterprise sales team, working with Adobe’s largest customers across the HLS industry. The successful candidate will be familiar with selling business-focused enterprise software applications and/or digital marketing solutions.

This front-line leadership role will be responsible for building and developing a team’s sales pipeline by guiding Account Directors who deliver on their respective sales goals. Front-line leaders have an incredible opportunity to be hands-on, model the best in-class behavior, and take direct ownership for the success of the team in all areas. We want someone who can effectively sell to C-Suite executives, board members, and their teams; be an entrepreneur at heart, with the ability to operate in a decentralized and autonomous fashion with a bias for action; instill a culture of excellence that exceeds goals and targets; lead, mentor, and continuously develop the team so that success is achieved in a balanced fashion.

What You’ll Do

• Lead and Mentor: Lead and mentor impactful sellers through sales and account management motions.
• Coach and Support: Coach and support Account Directors with individualized plans. Give feedback and direction. Willing and able to jump in when needed with a focus on empowering reps to be successful and self-sufficient.
• Engage Ecosystem: Engage and orchestrate the entire ecosystem team to drive consensus and action. Ability to influence PS, SE, and CSM teams.
• Infuse Values: Infuse Adobe's best interests, values, and processes into all internal/external meetings.
• Lead Complex Sales: Lead large, complex sales processes internally involving legal, deal desk, product marketing, etc.
• Act as CEO of Business: Scale processes of leading the team, deal inspection, and day-to-day support the team across the book of business.
• Problem Solving: Innovative and resilient problem solver. Ability to critically think and take charge on solving complicated and sophisticated problems/blockers that allow Adobe to better serve our customers and get deals done at scale.
• Thought Leadership: Demonstrate industry expertise, thought leadership, grasp of the macro-economic environment, and be a trusted advisor.
• Articulate Value: Articulate the Adobe story, outstanding value proposition, and how Adobe’s solutions align with customer’s vision and address customer’s business issues (e.g., return on investment of product).
• Operational Excellence: Ingrain an environment of operational excellence with a view into data, weekly forecasts, team compliance to keep account strategies on track and deals progressing with tenacity, accuracy, and awareness of status.
• Drive Revenue: Drive revenue and quota across Account Directors and the ecosystem. Coach the team to own, expand, and close deals. Ensure account and territory plans are in place.
• Manage Expectations: Manage expectations for leadership against pipeline with accuracy and dependability.
• Drive Sales Process: Drive sales process, repeatability, deal hygiene, forecast accuracy, and close opportunities effectively across a team of reports.

Ideal Candidate Will Have

• Sales Leadership Experience: 5+ years of successful sales leadership experience preferred, in business application software, as measured by sales performance against goals.
• Enterprise Software Selling Experience: 10+ years overall experience in enterprise-level software selling required.
• Proven Leadership: Proven leadership in sophisticated environments.