The Opportunity
Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.
What You'll Do
Run an enterprise sales territory focusing on state & local government customers
Develop target named account strategies and tactical penetration plans
Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts
Develop compelling value propositions based on return on investment cost/benefit analysis
Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
Sell against annual revenue targets for software licenses and services
Coordinate with pre-sales and professional services teams
Supply creative ideas and participate in marketing events
Provide accurate and timely sales forecasts
Develop, maintain and strengthen third party relationships
What You Will Need
Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)
Understanding of public sector industry with an emphasis on digital experience for customers
Understanding of broad competitor solution footprints for the information systems marketplace
Be able to work with prospects to understand their business requirements and value models
Ability to quickly adapt and then clearly articulate value propositions
Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
Excellent new business development skills and sales quota attainment track record
Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
High comfort level and presence with senior government executives
An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
Bachelor’s degree or equivalent experience in a related area
Regional travel for this role is approximately 50% by land and/or air
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 positionis $229,000 -- $369,600 annually. Paywithin this range varies by work locationand 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 Washington, the pay range for this position is $250,300 - $362,375
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.
