Enterprise Sales Account Manager @ Adobe

Adobe Digital Advertising, Learning & Publishing business (DALP) is currently seeking experienced Enterprise sales specialists to join our North America sales team. Your main responsibility will be to drive quarterly and annual bookings for the Adobe Experience Manager Guides platform. Adobe Experience Manager Guides is a top-of-the-line content management solution (CCMS) that assists organizations in managing their post-sales support content.

Our Enterprise sales roles involve directly engaging with potential customers and positioning one of our solutions stacks. Our most successful sales executives take a consultative approach and establish themselves as trusted advisors for our potential clients.

The ideal candidate should have prior sales experience, excellent customer presentation skills, and negotiation skills. You must also possess the confidence to discuss our solutions and technology with business users and IT professionals at all levels.

What you'll Do,

• Find and close deals with new and existing leads and opportunities for the Adobe Experience Manager guides platform.
• Develop and implement account plans to generate sales leads and achieve revenue targets through new business acquisitions.
• Generate sales pipeline through outbound prospecting activities via telephone, video, and email
• Build relationships with mid-level and executive-level members of the product documentation, digital transformation, and IT teams, and schedule meetings with content strategists and end-users.
• Collaborate with the Adobe DX field teams to promote AEM guides to both new and existing clients.
• Establish relationships with key customer stakeholders and create sales opportunities.
• Create convincing and professional sales presentations.
• Use data, site audits, case studies, and benchmark reports to guide and support customers in their decision-making process.
• Negotiate business terms with senior management, C-level executives, and business owners.
• Work closely with internal stakeholders across a matrixed organization (such as Solutions Consultants, Customer Success, Support, Partnerships, SIs, and Services).
• Provide and report pipeline, forecast, activities, customer needs, and other business opportunities.

What you need to succeed

• Demonstrated success in selling complex enterprise solutions and maintaining strong business relationships.
• Over 7 years of experience in selling SAAS or content management solutions to clients in North America or EMEA. Skilled in using quantitative and qualitative analysis to evaluate customer relationships and make recommendations for each account.
• Previous experience in generating new leads through cold calling and networking.
• Strong phone skills, active listening, excellent communication and writing skills, and positive energy.
• Skilled in sales prospecting tactics and technologies.
• Proven ability to achieve sales targets of at least $1 million, and excellent organizational, presentation, and communication skills.
• Experienced in building strong customer relationships in a rapidly changing environment, ability to quickly understand and clearly communicate value propositions, and collaboration with cross-functional teams to bring in the right resources at the right stage of the sales process.
• Proficient networker able to establish and leverage relationships with senior industry leaders and key influencers.
• Strong interpersonal skills and the ability to persuade and influence people.
• Skilled in sales prospecting tactics and technologies.
• Motivated by both individual and team accomplishments.
• Highly organized with the ability to thrive in a fast-paced environment.