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! Adobe is a place where exceptional people work – don’t just take our word for it, our employees have recently voted us and Adobe Japan has been ranked 6th, for Great Place to Work. We’re proud to offer market competitive employee benefits designed to suit you and your lifestyle. Some of the great benefits include health insurance, global days off, wellness fund, parental leave, access to our Employee Stock Purchase Program and programs designed to help you continue to build your career. To learn more, please visit https://benefits.adobe.com/jp We also proudly empower our employees to get involved with corporate social responsibility and offer a broad range of opportunities to enable you to make a bigger impact through philanthropy, employee, and community engagement. We know that people are the differentiator in our business, and that's why we want to meet you! The Challenge:The Adobe Professional Services Account Executive will help grow the Services business within a set territory focused on Pursuit accounts. The success of this quota-carrying Professional Services role will be determined by the Account Executive's ability to identify new business opportunities, to grow the business and to establish new strategic relationships in assigned accounts across several verticals. This role will interact strategically with the Field Sales team to identify, cultivate and close on new business.Responsibilities: Drive net new specific services bookings in Pursuit accounts by identifying and closing professional services engagements.Develop and maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.Accountable for driving the negotiation, contracting, and approval processes.Follow up on leads generated by marketingQuickly develop strong, positive relationships with new customers by understanding their needs and business objectives. Fulfill the role of trusted advisor through their ability to leverage the extended Adobe team to develop strategic opportunities with our Customers.Work with customer to develop a mutual plan for how Adobe can help them transform their businessPartners closely with Sales support (solution and business architects) to ensure strong/ compelling customer proposals and recommendations are prepared for the customerWorks closely with SA on all technical components of SoW to ensure comprehensive and will achieve successful customer outcomes.Primary sales liaison within Adobe’s delivery team and owns the development and management of Customer relationships within an assigned vertical – all while working in tight coordination with License Field Sales teams. Collaborates with software sales to build & execute complex account strategies.In assigned accounts, support delivery owner, as needed, in managing customer escalations & issue resolutionAccountable for account planning & customer relationship managementMaintains effective relationships with Operations personnel, Consulting and PMO leadership and personnel; and, align to company as well as the client’s practices and goals.Manages RFP/RFI’sUse Sales tools, network & ecosystem to research company, industry and people to uncover business objectives and identify transformational opportunities.Uses professional network to get access to the full buying committee and discover prioritiesTrack, monitor and report performance for each deal/partnership accurately and efficiently Perform outbound contact to existing customers to sell additional software and servicesAcquires and maintains a working knowledge of the complete capabilities of Adobe software and servicesWhat you need to succeed:3-5 years prior experience in an enterprise level software consulting or services sales role; this includes proven track record for attaining and exceeding annual quota. Knowledge of enterprise software development lifecycle, from a service’s selling standpoint, is essential.Digital Marketing industry experience is helpful, as is knowledge of SaaS and Cloud-based offerings. Knowledge of large, global field organizations required.Ability to rapidly assess customer environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth.Ability to land the Why ACS story with customersAbility to deliver Service Program content for preliminary customer alignment as well as present customer case studiesExperience working within matrixed teams to identify, document and close consulting engagements that leverage an enterprise level SaaS offering.Ability to collaborate and influence license opportunities to drive customer success through serviceStrong driver with effective planning and time management skills.Ability to work independently as well as drive a cross-functional team towards key budget milestoneAbility to anticipate problems and recommend innovative solutions; achieve customer satisfaction through the sale of sound consulting projects.Excellent team building, verbal and written communication skillsStrong executive presence and presentation expertise.Expert networking skills to find key points of contact and gain insight to a company’s objectivesAdobe for All Adobe strives to create an environment where our employees can do their best work and drive their career growth and development based on their personal goals. From fair-pay practices to Employee Networks and programs designed to make everyone feel included, we're committed to fostering a diverse and inclusive workplace for all. Take the plunge and jump in Like what you have read and keen to jump in? Think you might not have all the skills we are looking for? Just take the plunge and apply – we know that by bringing together a diverse group of people, we are so much better together. We'd love to see where we can help drive Creativity for All together. 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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