The challenge
Adobe’s Creativity & Productivity Enterprise team is looking for a hardworking, proactive Account Director to ensure that the needs of our Enterprise clients are being supported. The Account Director is responsible for the sourcing and closing of new customers, and for the end-to-end management of Adobe's existing client relationships. Measures of success include revenue delivered vs. targets, up-sell and optimization effectiveness, client satisfaction and retention levels, and contribution to overall sales team and business unit. We are looking for a hunter who can demonstrate a history of quota over-achievement and deep customer relationships. There will be a defined set of enterprise accounts with greater than $1B in annual revenue.
What you’ll do
Maintain and grow existing client base including expansion of new offerings.
Drive specific product revenue in the territory.
Build strong, lasting relationships with customers by understanding their needs and business objectives.
Perform outbound contact to existing customers to sell additional solutions.
Acquire and maintain a working knowledge of the complete capabilities of our solution offerings.
Convert customer challenges into new opportunities
Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly and annual quota objectives.
Improve overall customer satisfaction in assigned customer accounts.
Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.
What you need to succeed
Minimum 10+ years proven track record of field account management/account executive experience.
Proven Track record selling Complex Enterprise Solutions.
Ability to forge and maintain good business relationships.
Demonstrated analytical and computer skills.
Excellent communication and presentations skills with top-notch customer service approach.
Proven experience in using quantitative and qualitative analysis to assess customer relationships and make recommendations for each account.
Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/ opportunities and recommending an approach to solving problems and pursuing opportunities
Ability to work successfully in a team environment with your Adobe ecosystem including Renewals Specialists, Product Specialists, CSM’s, Solution Consultants
and Field Marketing.
Creative problem-solving approach.
Experience in selling technology
Expected Pay Range:
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $229,000 -- $369,600 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
In California, the pay range for this position is $255,300 - $369,600
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.
