The Opportunity Adobe, is the leader in enterprise experience management. We are seeking an expert Strategic Enterprise First Line Sales Manager - to engage with Adobe's top Financial Services and Insurance accounts- who will be responsible for formulating and carrying out a strategy to drive net new revenue as well as expand existing customer relationships within an assigned territory. You will lead a team of Specialists that will sell all measurement products. This role works in partnership with Sales, Solutions Consulting, Field Marketing, Business Development, Partner Managers, and Services, therefore cross-company engagement and orchestration is critical. The candidate will be a high-impact individual capable of driving outstanding business results & best-in-class employee development. Successful candidates will have a demonstrated track record of overachievement from closing complex enterprise deals. The Sales Leader is fully responsible for developing and leading the team to generate revenue and achieve individual and team quotas. Are you looking for an exciting job to make a difference and make a significant impact? Come join the team!
What You'll Do• Talent development - Will recruit, coach, mentor and lead an accomplished team of sales professionals to achieve annual sales targets.
• Sales strategy - Will develop effective and specific territories and drive your team to develop account strategies and plans to ensure revenue target delivery and long-term growth.
• Trusted executive advisor - Will establish strong executive relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Territory and account leadership - Lead executive account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Adobe references.
• Business planning - Will develop and deliver a comprehensive business plan to address customers' priorities and problem areas. Apply Strategic Value Assessments, benchmarking and return on investment data to support the customer's decision process.
• Pipeline planning - Follow a strict approach to maintaining a rolling 4Q pipeline and keep pipeline current. Develop and maintain strategic account plans to acquire new customers and grow existing customer revenue.
What you need to succeed - 5+ years of successful sales leadership experience as measured by sales performance against goals, as well as proven ability to lead a sophisticated strategic enterprise sales cycle. 8+ years overall experience in enterprise level software selling required.
- Consistent record of accomplishment driving deals through prospecting, discovery, solution proposal, and closing new business.
- Excellent presentation, executive engagement, and negotiation skills, with best-in-class customer service approach.
- Ability to work successfully in a team environment acting as the leader and liaison with all organizations within Adobe including Sales, Engineering, Product, Marketing, Ops, Finance, Legal and Partners.
- 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.
- Knowledge of large, complex sales models is a big plus as well as prior experience selling innovative technologies. Senior sales leadership experience at best of breed tech company a plus.
- Ability to build, lead and develop a highly motivated sales team.
- BA/BS degree required.
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 $258,000 -- $421,900 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 $291,400 - $421,900In New York, the pay range for this position is $291,400 - $421,900In Illinois, the pay range for this position is $272,600 - $394,700
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.
