Adobe Inc.
Enterprise Sales Account Director, State and Local Government
Adobe Inc., Florida, New York, United States
Our Company
Changing 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 images, videos, and apps, and transform how companies interact with customers across every screen. We are committed to equal opportunity and strive to create exceptional employee experiences where everyone is respected. We recognize that great ideas can come from anywhere in the organization, and the next big idea could be yours. The Opportunity
Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe’s digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans is key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling opportunities. Reporting to State & Local business management. What You’ll Do
Run an enterprise sales territory focusing on state & local government customers Develop target named account strategies and tactical penetration plans Develop and maintain relationships at the C- and VP-levels of the defined target named accounts Develop compelling value propositions based on return on investment cost/benefit analysis Navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals Sell against annual revenue targets for software licenses and services Coordinate with pre-sales and professional services teams Provide creative ideas and participate in marketing events Provide accurate and timely sales forecasts Develop, maintain and strengthen third-party relationships What You Will Need
Demonstrated sales track record with Tier 1 and Tier 2 government customers (5–10 years of experience) Understanding of the public sector industry with emphasis on digital experiences for customers Understanding of broad competitor footprints in the information systems marketplace Ability to work with prospects to understand their business requirements and value models Ability to quickly adapt and clearly articulate value propositions Ability to work cross-functionally and collaboratively to bring in the right resources at the right stage in the selling process Experience and success in selling high-value, long-lead-time enterprise software solutions ($500K and above) Excellent new business development skills and sales quota attainment Resourceful and proactive; takes initiative to connect with prospects creatively and assumes responsibility for success with minimal support until qualified Strong skills in communication, presentation, negotiation, organization and attention to detail Proficient networker with ability to develop relationships with senior industry leaders and key influencers Comfort and presence with senior government executives Proven history of selling to multi-level audiences including business, technical, IT personnel, and C-level executives Bachelor’s degree or equivalent experience in a related area Regional travel for this role is approximately 50% by land and/or air 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 $256,000 -- $422,600 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. State-Specific Notices
California: Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances. Colorado: If this role is open to hiring in Colorado, the application window will remain open until at least the date and time stated in Pacific Time, in compliance with Colorado pay transparency regulations. If Colorado is not listed as a hiring location, no specific application window applies and the posting may close at any time based on hiring needs. Massachusetts: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. Adobe 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 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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Changing 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 images, videos, and apps, and transform how companies interact with customers across every screen. We are committed to equal opportunity and strive to create exceptional employee experiences where everyone is respected. We recognize that great ideas can come from anywhere in the organization, and the next big idea could be yours. The Opportunity
Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe’s digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans is key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling opportunities. Reporting to State & Local business management. What You’ll Do
Run an enterprise sales territory focusing on state & local government customers Develop target named account strategies and tactical penetration plans Develop and maintain relationships at the C- and VP-levels of the defined target named accounts Develop compelling value propositions based on return on investment cost/benefit analysis Navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals Sell against annual revenue targets for software licenses and services Coordinate with pre-sales and professional services teams Provide creative ideas and participate in marketing events Provide accurate and timely sales forecasts Develop, maintain and strengthen third-party relationships What You Will Need
Demonstrated sales track record with Tier 1 and Tier 2 government customers (5–10 years of experience) Understanding of the public sector industry with emphasis on digital experiences for customers Understanding of broad competitor footprints in the information systems marketplace Ability to work with prospects to understand their business requirements and value models Ability to quickly adapt and clearly articulate value propositions Ability to work cross-functionally and collaboratively to bring in the right resources at the right stage in the selling process Experience and success in selling high-value, long-lead-time enterprise software solutions ($500K and above) Excellent new business development skills and sales quota attainment Resourceful and proactive; takes initiative to connect with prospects creatively and assumes responsibility for success with minimal support until qualified Strong skills in communication, presentation, negotiation, organization and attention to detail Proficient networker with ability to develop relationships with senior industry leaders and key influencers Comfort and presence with senior government executives Proven history of selling to multi-level audiences including business, technical, IT personnel, and C-level executives Bachelor’s degree or equivalent experience in a related area Regional travel for this role is approximately 50% by land and/or air 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 $256,000 -- $422,600 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. State-Specific Notices
California: Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances. Colorado: If this role is open to hiring in Colorado, the application window will remain open until at least the date and time stated in Pacific Time, in compliance with Colorado pay transparency regulations. If Colorado is not listed as a hiring location, no specific application window applies and the posting may close at any time based on hiring needs. Massachusetts: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. Adobe 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 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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