Enterprise Sales Account Manager

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, we work with Adobe's largest customers across the communications, media, and telecom industries. This includes developing long-term customer relationships and 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 individuals 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 grounded in value. Proactively identify and achieve the path to the 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 serve our customers better.

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

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

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

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

• Articulate the Adobe story, unique value proposition, and how Adobe's solutions align with customers' vision and solve customers' business issues (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-be the 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 an efficient business.

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

• Build strong account plans at the start of the year and lead regular account-planning meetings to keep the 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 CMT space.

• Validated Sales Excellence and creative, problem-solving approach

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 +1 408-536-3015.

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.