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 Challenge Adobe is looking for Enterprise Sales Specialists responsible for achieving sales targets through the sale of Adobe Experience Manager Guides, an enterprise-grade component content management solution (CCMS) that helps organizations manage their post-sales support content. You will be part of our core sales team, working with new and existing Adobe customers across relevant industry verticals. This includes generating new business and setting up long-term relationships with existing accounts. The Enterprise Sales Specialists will achieve this through solution-selling capabilities and direct customer interaction. The individual will be responsible for navigating through the customer's organization. This position is crucial in Adobe’s Digital Advertising, Learning & Publishing Business Unit. The right fit will be, high energy, data-minded, and tech-savvy people with prior software sales experience.What you’ll doMeet or exceed quota targetsDevelop effective and specific account plans to ensure revenue target delivery while developing relationships in new and existing accounts.Become a trusted advisor by establishing positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)Develop customer acuity to understand each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customerLead account relationships, prospect profiling, and sales cycles while working with customers to become Adobe referencesDevelop and deliver comprehensive business plan to address customer's priorities and hurdles. Utilize Strategic Value Assessments, benchmarking, and Return on Investment data to support decision processFollow a well-adapted approach to maintaining a rolling 4Q pipeline and maintain pipeline currentUse and collaborate with support organizations including Product Marketing, Partners, and channels to funnel pipeline into the assigned territoryAdvance and close sales opportunities - through the successful execution of the sales strategy and roadmapSupport all Adobe promotions and marketing/customer events in the verticalIdeal candidate will have:Track record of demonstrating sales excellenceProven results selling valueMaintain white space analysis and execution of initiatives (upsell and cross-sell) on customer baseOrchestrate resources: deploy appropriate teams and resources to execute winning salesUtilize the Adobe sales modelUnderstand Adobe’s competition and effectively position solutions to differentiate Adobe and secure the businessMaintain CRM system with accurate customer and pipeline informationRequirements:Minimum 5+ years with consistent track record selling enterprise software solutions to organizationsAbility to work optimally in a team environment, acting as a liaison with all other organizations within Adobe including Sales, Engineering, Product & MarketingStrong understanding of web technologies, CMS and SaaSCreative, problem-solving approachAdobe 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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