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! The Opportunity Adobe is seeking an experienced and results-driven Department of Defense and National Security Business Development Manager to join our dynamic team. The ideal candidate will be responsible for identifying and pursuing business opportunities within the Department of Defense and National Security customer base for Adobe's Digital Experience products and services. The candidate should have a strong understanding of DoD/IC procurement processes, excellent communication skills, and a proven track record of successfully driving business growth with key customer relationships at an executive level.What you'll Do Develop and implement strategies to identify and pursue large ($1M+) business opportunities within the DoD/IC. The individual will conduct thorough market research to maximize potential customer outcomes.Build and maintain strong relationships with key stakeholders, decision-makers, and influencers within key priority agencies. The right individual will have skills to succeed engaging with DISA, Aerospace and Defense Contractors, and understand key National Security priorities.Collaborate with cross-functional specialist and contract teams to tailor Adobe's Digital Experience solutions to meet the unique needs of employee experience, personalization, and consumer driven Government. The successful candidate will analyze market trends in the DoD/IC using sources to inform our business strategies and sales plays.Stay updated on industry trends, federal regulations, and procurement policies to identify new business prospects within the DoD and IC. This will include speaking engagements and written abstract submissions to enable Adobe to increase our market penetration in the DoD/IC.Prepare and deliver compelling and persuasive presentations and proposals to potential clients.Achieve and exceed team sales targets while ensuring high levels of customer engagement with in person executive meetings. Consistent track record of enabling pipeline creation working with Defense/IC mission partners to scale is critical.What you need to succeed Bachelor's degree in Business Administration, Marketing, or a related field.Minimum 5 years enterprise software sales experience within federal government and DOD.Proven experience in federal business development, preferably in the technology or software industry. Demonstrated success in positioning SaaS and ARR.In-depth knowledge of federal procurement processes and regulations.Proficiency in at least one sales methodology such as Value Selling, Challenger Selling, Spin Selling, etc..Experience with cloud technology with preference in SaaS.Strong existing customer SES/C level network and relationship-building skills.Excellent communication and presentation skills.Ability to work independently and collaboratively in a fast-paced environment.Results-oriented with a track record of meeting and exceeding quarterly and annual sales targets.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 $179,300 -- $307,500 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.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.Adobe 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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