Mgr, Enterprise Sales 5

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!

Adobe’s mission is to change the world through digital experiences. The Adobe Enterprise Sales Team is looking for an experienced, results drive, front line manager (Area Vice President, AVP) to lead a team of accomplished enterprise sales executives. The chosen leader for this position will focus on the top, most strategic, enterprise commercial accounts in North America. Will be responsible for formulating and carrying out a strategy to drive net new revenue as well as expand existing customer relationships within an assigned territory. Will lead a team of Specialists that sell Adobe’s Frame.io Enterprise solution. This role works in partnership with Sales, Solutions Consulting, Field Marketing, Business Development, Partner Managers, and Services, therefore cross-company engagement and orchestration is critical. The candidate will be a high-impact individual capable of driving outstanding business results & best-in-class employee development. Successful candidates will have a demonstrated track record of overachievement from closing complex enterprise deals. The Sales Leader is fully responsible for developing and leading the team to generate revenue and achieve individual and team quotas. Successful candidate will be a self-starter who leads by example with a strong work ethic.

What You’ll Do:

• Talent development - Will recruit, coach, mentor and lead an accomplished team of sales professionals to achieve annual sales targets.
• Sales strategy - Will develop effective and specific territories and drive your team to develop account strategies and plans to ensure revenue target delivery and long-term growth.
• Trusted executive advisor - Will establish strong executive relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Territory and account leadership - Lead executive account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Adobe references.
• Business planning – Will develop and deliver a comprehensive business plan to address customers' priorities and problem areas. Apply Strategic Value Assessments, benchmarking and return on investment data to support the customer’s decision process.
• Pipeline planning - Follow a strict approach to maintaining a rolling 4Q pipeline and keep pipeline current. Develop and maintain strategic account plans to acquire new customers and grow existing customer revenue.
• Solution Expertise – Be proficient in Adobe Document Cloud and in particular Acrobat Sign to drive sales pursuits. Understand Document Cloud and e-signature landscape, trends, partners, and competitors to help drive success.
• Excellent presentation, executive engagement, and negotiation skills with best-in-class customer first approach.
• Strong understanding and experience in selling SaaS-based technology.

What you need to succeed:

• 5+ years of successful sales management experience as measured by sales performance against goals, as well as proven ability to lead a sophisticated strategic enterprise sales cycle. 8+ years overall experience in enterprise level software selling required.
• Ability to hire, train, retain and inspire team of senior sellers.
• Consistent record of accomplishment driving deals through prospecting, discovery, solution proposal, and closing new business.
• Excellent presentation, executive engagement, and negotiation skills, with best-in-class customer service approach.
• Ability to work successfully in a team environment acting as the leader and liaison with all organizations within Adobe including Sales, Engineering, Product, Marketing, Ops, Finance, Legal and Partners.
• Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/opportunities and recommending an approach to solving problems and pursuing opportunities.
• Knowledge of large, complex sales models is a plus as well as prior experience selling innovative technologies. Senior sales leadership experience at best of breed tech company.
• BA/BS degree required.

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 12:01 AM 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.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 $281,900 -- $459,400 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.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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.
 

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 [email protected] or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.