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! At Adobe, creativity is in our DNA, we turn ideas into reality, and we are driven by a passion topositively transform our clients businesses using Adobe’s market leading Creative Cloud portfolio.Working in one of the fastest growing segments in the technology industry, the Creative Cloudteam are driving double digit, year on year growth and this is set to continue. Why ? Because ourclients are demanding greater access to creative tools that enable them to deliver game changingdigital experiences to their customers. As a Substance 3D Specialist at Adobe, you can play a vitalrole in changing the way our clients leverage 3D design to overcome key business challenges andgrasp incredible new opportunities. This is a fantastic opportunity to work with our best-in-classtechnology and to collaborate with some of the best teams in the industry to drive transformationaldigital experiences.What you'll do• Relationship Management – Work alongside Account Executive’s to initiate, develop andmaintain meaningful relationships at the “C-Suite” and “VP” levels within targeted accounts,particularly with persona’s such as CMO’s, Heads of Creative, Campaign Leaders, Headsof Digital Strategy. This role will involve engaging new teams in those clients of Adobe’sthat have specific responsibility for 3D product design• Strategic planning – Take responsibility for building a plan that enables you to besuccessful in growing the Substance 3D business in your territory. This will requirecollaboration with multiple Account Executive’s, data analysis, strategic account planningand execution, and a growth mindset to enable you to think beyond what has been donebefore• Lead Sales Execution – Proactively initiate value creating conversations, identify andqualify new opportunities to build pipeline in collaboration with account and partner teams.Identify cross-sell opportunities through targeted whitespace analysis, partner with pre-sales specialists to drive maturity and sales stage progression in preparation for in-quarterexecution. You will own your own portfolio of opportunities and have responsibility for yourown success• Value Selling – Understand customer needs through thought provoking envisioning,agreeing prioritised business challenges, and delivering effective product simulations thatresult in strong board-level propositions, with financial options that align with thecustomer's transformation ambitions. You will need to build and maintain business levelsubject matter expertise and you will need to build some technical awareness of theSubstance 3D portfolio• Resource orchestration and collaboration – Coordinate pre-sales and dealdesk/commercial expertise in the sales cycle, engage proactively with the AccountExecutive community and build relationships with the product teams to qualify the rightopportunities and in order to be the voice of the client back into the Adobe eco-system• Outstanding Execution – Building targeted and executable plans for your accounts will becritical. Building and executing mutual close plans for your opportunities will be expectedand as such co-ordination of multiple stakeholders will be required. Accurate forecastingis a must and therefore understanding of complex sales cycles is a pre-requisite for thisroleWhat you’ll need to succeed• A proven track record of enterprise-level, technical SaaS solution sales expertise within acomplex sales model. Demonstrable examples of successful sales cycles to largeenterprises will be required.• Prior experience of working with 3D technologies, selling to users of 3D design tools andan appetite to grow your own knowledge in this space• An ability to be a self-starter. This role is the lead sales role for Substance 3D in thisgeography so you will have lots of autonomy to build and execute your plan and your pathto success• Prior experience selling into the B2C/B2B market recommended. Demonstrableunderstanding of enterprise sales and processes as well as the ability to forge andmaintain lasting business relationships, both with customers and internal teams.• Ability to work successfully in a highly matrixed team environment, partnering with all otherorganisations within Adobe including Sales, Solution Consulting, and Marketing.• A deep understanding of quickly building a pipeline of qualified opportunities across alarge territory.• A high level understanding of the Adobe business and how the Creative Cloud portfoliocan assist our clients to accelerate their strategic plans would be a bonusAdobe is proud to be an Equal Employment Opportunity 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.
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