Our CompanyChanging 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! OverviewThe Business Development Lead is responsible for leading and managing a team of Business Development Representatives (BDRs) tasked with building new Commercial Sales pipeline through prospecting and qualification of high-value accounts. Specific responsibilities for the BDM include, but are not limited to, coaching and training BDRs on the Adobe DX Solution Portfolio, on prospecting tools, and on effective communication strategies to generate qualified opportunities via Outbound motions.Strategic Value of RoleYour team is the main driving force for identifying and providing high-value opportunities into the Commercial Sales pipelineYour team is the first-line of Adobe relationship development with prospective high-value accountsWhat makes a great Manager of Business Development at Adobe?Sales KnowledgeBDR Training – Ensuring direct reports understand and adhere to the processes and best practices outlined in the assigned-solution’s sales processBDR Coaching – Ability to coach BDRs in the ways of conversational persuasion, objection handling, and account prospectingProduct – Ability to clearly communicate and demonstrate mastery of both Adobe’s and competitor’s product capabilities, limitations, and value propositions to BDRsSales Process – Understanding of the multiple sales channels, sales funnel, and related processesOutbound Skill – Build and execute Outbound Sales Plays for your BDRs to run against specific account segmentsIntellectualIntelligence - Learning speed; Intellectual curiosity; knowledge acquisition; problem-solving; simplifying complex concepts for unfamiliar buyers.Judgment & Decision Making- Reacting when under time or other pressure; weighing conflicting goals and commitments and making decisions based on core values; exhibiting wisdom in counsel; judging character; understanding prospect situations and internal company situations.Organisational Agility - Overcoming objections; positive attitude; problem solving; leveraging resources to address challenges and objections; managing different lead channels and types; introduction of internal and external resources to BDR to impact sales velocity.InterpersonalAdaptability - Thriving in a company environment of rapid change; reacting to management initiatives; taking the "customer view"; adopting customer corporate ‘perspective’; accepting change to business/personal situations.First Impression - encounter with a peer, prospect, employee, or partner is uniformly positive and strong; others remark that meeting as a uniquely memorable experience in a positive wayEvolutionary Pace - Pace at which the BDM acquires new skills and capabilities that can be driven into the BDR process; proactively seeking out the best practices from outside the industry to push the pace at which the organisation progressesOwnership & Grit – exhibiting extreme ownership and grit in terms of managing your team and achieving expectations. No fear to roll-up sleeves and “lead by example”How does the Manager of Business Development generate value for customers?Reinforcing a “consultative” approach to selling; taking time to understand their business, and the businesses’ goals, objectives, and challenges before recommending a solutionProvides education on areas of interest for BDRs who in turn take those learnings into their prospect interactionsEnsuring direct reporting BDRs are targeting the accounts that would most benefit from Adobe Solutions, resulting in a mutual plan and vision match.Career PathOpportunity to advance your career within the BD organisation, sales organisation or cross-functionallyOpportunity to advance your career between different business units within AdobeWhy consider this role?Opportunity to make a significant impact in the success of an important business unit within AdobeOpportunity to manage a high-performing and high-velocity team with a track record of successAdobe ranked no. 18 on Fortune’s 100 Best Companies to Work For 2021ResponsibilitiesBDR onboarding and trainingBDR call, email, and prospecting coachingCreate and support execution of internal BDR outbound prospecting campaigns to drive Commercial pipeline and revenue goalsLead team to achieve or exceed pipeline generation targetsManage and provide goal performance reporting to leadership by team and individualManage and provide KPI performance reporting to leadership by team and individualPartner with regional marketing teams to develop lead follow-up strategies for specific marketing-led campaignsAttend industry events in and outside of assigned territoryDevelop strong BDR talent for future Sales and Sales-related roles within AdobeRequirements2+ Years SaaS technology industry experience2+ Years’ experience in Sales or Business Development or other quota-bearing roleAbility to work in a collaborative in-office and home team environmentHigh-level of comfort with cold callingHigh-level of comfort with speaking 1:1 with C-Level executives of large businessesAbility to simplify communication of complex ideas and product offeringsKnowledge of complex business principles and needsExceptional writing, editing, and formatting skills with professional softwareExceptional CRM skills and hygiene (SFDC or Dynamics)Experience with Sales Engagement Software (Outreach.io or other)Excellent organisational skillsExcellent phone presenceHigh-level of energy and enthusiasmAdobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more. Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.
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