The Challenge

Adobe is looking for an Account Director who is responsible for achieving sales targets through the sale of Adobe’s Digital Marketing product lines. As a part of our enterprise sales team, working with Adobe’s largest customers across the Retail industry. This includes the development of long-term relationships with customers as well as crafting strategic account plans. The Account Director will achieve this through software solution selling capabilities and direct, face-to-face contact with the customer. Responsibilities include building relationships at all levels with a focus on c-suite, and effectively navigating the customer's organization. You will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solution. This is a key role at one of the most respected technology companies in Silicon Valley – and the entire US. Successful candidates will be high energy, data-minded, naturally inquisitive, and tech-savvy individual with prior senior level sales experience. Do you value extraordinary benefits, and one of the best places to work in the world?

• Approach the business strategically and set a multi-year north star vision and strategy for your business grounded in value. Proactively identify and achieve path to sales plan.

• Be an innovative and resilient problem solver. Able to bring forward and take the lead on solving ambitious and sophisticated problems that allow Adobe to better serve our customers.

• Communicate with customers effectively and persuasively to uncover company-viable solutions from their view.

• Build strong executive relationships across multiple fields (CIO, CTO, CMO, CDO).

• Identify and gain alignment from customer on compelling business issue to be addressed.

• Demonstrate industry expertise, thought leadership, grasp of macro-economic environment and be a trusted advisor.

• Articulate the Adobe story, unique value proposition and how Adobe’s solutions align with customer’s vision and solve customer’s business issue (e.g. return on investment of product).

• Lead, collaborate and orchestrate Adobe's entire Ecosystem and Partners to drive outcomes. Use Adobe's ecosystem to the fullest potential.

• Collaborate to drive consensus and action. Owner and driver of the territory and account strategy and how the ecosystem will support.

• Manage large, sophisticated sales processes internally involving legal, deal desk, product marketing, product support& engineering and other Adobe customers.

• Identify and lead collaboration with external 3rd parties including tech partners and system integrators.

• Meet sales quota and run efficient business

• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

• Build strong account plans at the beginning of the year and lead regular account planning meetings to keep team aligned.

• Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep pipeline current and quickly qualify opportunities. Collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into your accounts.

• Minimum 5 to 7+ years with proven track record selling solutions to Marketing, IT, and brands or lines of business in large enterprise organizations;

• Ability to work effectively in a team environment, optimally partnering with other Adobe teams including Sales, Support, Engineering, Product & Marketing;

• Strong understanding of digital experience technologies and SaaS within the Retail space;

• Validated Sales Excellence and creative, problem-solving approach

Expected Pay Range:

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.