Enterprise Account Director - Manufacturing

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 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 an Account Director who is responsible for achieving sales targets through the sale of Adobe’s Digital Marketing product lines. As a part of our enterprise sales team, working with Adobe’s largest customers across the Manufacturing industry. This includes the development of long-term relationships with customers as well as crafting strategic account plans. The Account Director will achieve this through software solution selling capabilities and direct, face-to-face contact with the customer. Responsibilities include building relationships at all levels with a focus on c-suite, and effectively navigating the customer's organization. You will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solution. This is a key role at one of the most respected technology companies in Silicon Valley – and the entire US. Successful candidates will be high energy, data-minded, naturally inquisitive, and tech-savvy individual with prior senior level sales experience. Do you value extraordinary benefits, and one of the best places to work in the world?

• Approach the business strategically and set a multi-year north star vision and strategy for your business grounded in value. Proactively identify and achieve path to sales plan.

• Be an innovative and resilient problem solver. Able to bring forward and take the lead on solving ambitious and sophisticated problems that allow Adobe to better serve our customers.

• Communicate with customers effectively and persuasively to uncover company-viable solutions from their view.

• Build strong executive relationships across multiple fields (CIO, CTO, CMO, CDO).

• Identify and gain alignment from customer on compelling business issue to be addressed.

• Demonstrate industry expertise, thought leadership, grasp of macro-economic environment and be a trusted advisor.

• Articulate the Adobe story, unique value proposition and how Adobe’s solutions align with customer’s vision and solve customer’s business issue (e.g. return on investment of product).

• Lead, collaborate and orchestrate Adobe's entire Ecosystem and Partners to drive outcomes. Use Adobe's ecosystem to the fullest potential.

• Collaborate to drive consensus and action. Owner and driver of the territory and account strategy and how the ecosystem will support.

• Manage large, sophisticated sales processes internally involving legal, deal desk, product marketing, product support& engineering and other Adobe customers.

• Identify and lead collaboration with external 3rd parties including tech partners and system integrators.

• Meet sales quota and run efficient business

• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

• Build strong account plans at the beginning of the year and lead regular account planning meetings to keep team aligned.

• Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep pipeline current and quickly qualify opportunities. Collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into your accounts.

• Minimum 5 to 7+ years with proven track record selling solutions to Marketing, IT, and brands or lines of business in large enterprise organizations;

• Ability to work effectively in a team environment, optimally partnering with other Adobe teams including Sales, Support, Engineering, Product & Marketing;

• Strong understanding of digital experience technologies and SaaS within the MFG space;

• Validated Sales Excellence and creative, problem-solving approach

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:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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 applicable characteristics protected by law. Learn more.

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