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 One of Adobe's primary goals is to continue the growth of the company as an innovative and significant provider of enterprise-class software solutions. The Enterprise Account Manager will be responsible selling a suite of Adobe’s digital experience solutions across State/Local Government agencies. In partnership with the State/Local Government account manager, this specialist role will be responsible for driving business in a targeted number of states. The role will partner with the State/Local Government sales ecosystem in the sourcing, qualifying, and closure of business for this strategic solution. Responsibilities will include the growth of long-term relationships with C-level customers, as well as the development of account plans for building new C-level relationships. This role will achieve success through solution selling capabilities via virtual face-to-face interaction with customers, partners and other internal sales personnel. This individual will be responsible for navigating through an enterprise organization to leverage cross-sell and upsell opportunities. The role will report directly to management that is solely aligned to the State & Local business.What You'll DoRun an enterprise sales territory focusing on state & local government customersDevelop target named account strategies and tactical penetration plansDevelop and maintain relationships at the “C” and “VP” levels of the defined target named accountsDevelop compelling value propositions based on return on investment cost/benefit analysisComplete the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new businessSell against annual revenue targets for software licenses and servicesCoordinate with pre-sales and professional services teamsSupply creative ideas and participate in marketing eventsProvide accurate and timely sales forecastsDevelop, maintain and strengthen third party relationshipsWhat you will needDemonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)Understanding of public sector industry with an emphasis on digital experience for customersUnderstanding of broad competitor solution footprints for the information systems marketplaceBe able to work with prospects to understand their business requirements and value modelsAbility to quickly adapt and then clearly articulate value propositionsAbility to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling processExperience and success in selling high value, long lead time enterprise solutions software ($500K and above)Excellent new business development skills and sales quota attainment track recordMentality of a creative self-starter; shows initiative and resourcefulness to find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified, demonstrates grit & willingness to succeedStrong skills in the following: communication, presentation skills, negotiation, organizational and attention to detailProficient networker. Ability to develop and use relationships with senior industry leaders and key influencersHigh comfort level and presence with senior government executivesAn accomplished history of selling multi-level to business, technical, IT people, and C-level executivesBachelor’s degree or related areaRegional travel for this role is approximately 50% by land and/or airOur 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 $231,700 -- $344,900 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.
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