Adobe Inc.
Director, Corporate Account Management
Adobe Inc., San Jose, California, United States, 95199
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 OpportunityAdobe's Digital Media organization is creating an exciting new global segment that consists of some of our largest, fastest-growing customers. We offer an opportunity to join that founding leadership team that will lead transformative customer engagements with Adobe's industry-leading innovations in areas, including Gen AI, Creative Productivity, and Document Cloud.We are looking to hire a Director of Account Management for Digital Media (DMe) Corporate Segment Sales in North America. This leader will lead a team of managers who own Adobe's DMe revenue for some of the fastest-growing customers. As we build and enable this team, this sales leader will lead by example and should be able to empower, measure, monitor, and hold the team accountable for building customer engagement and quota attainment.This leader will partner with Adobe DMe Product Specialists, Solution Consultants, BDRs, and Adobe Digital Marketing Account Directors on executive account engagement, renewing current revenue; derisking attrition, and growing the business through expansion, upselling, and cross-selling of Adobe products. You will establish customer executive relationships, direct complex account negotiations, lead cross-functional teams, use data to establish all sales and program priorities, performance manage your managers and account managers, and build a high-energy, accountable, and enterprise sales culture. You will achieve the quota plan by hitting growth and retention targets. This leader is a true evangelist and role model for their team, our extended teams, and the needs of the business.What You'll DoBuild customer C-suite and executive relationships across Marketing, IT, and Procurement.Daily management of managers and sales team through the attainment of quarterly quotas.Assess sales pipeline, activity, and forecasts to determine sales progress and areas for refinement/improvement.Coach managers and AMs through the development of key sales skills, including market management, forecasting, sales planning, prospecting, building pipelines, leading complex deal negotiations, leading cross-functional teams, as well as driving CRM/reporting accuracy.Develop and deliver accurate forecast and attainment details during weekly and quarterly business reviews.Identify and support opportunities for training as well as career diversification and growth across the team.Think creatively and independently to resolve conflict as well as tackle problems.Work cross-functionally to influence Go-to-Market Strategy and Product Roadmap.What you need to succeed10+ years of sales/account management experience, specifically within software sales, leading teams of sales professionals.Prior experience selling into a variety of industries.Consistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as growing an existing install base.Proven track record managing business with large Enterprise Marquis accounts.Led large Enterprise cross-functional teams to close deals.Demonstrated ability to develop and maintain effective business, sales, and vertical market plans as well as shown success in negotiating and closing complex deals.Strong verbal and written communication skills - including excellent reporting and forecasting skills. Attention to detail is critical.
#J-18808-Ljbffr
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 OpportunityAdobe's Digital Media organization is creating an exciting new global segment that consists of some of our largest, fastest-growing customers. We offer an opportunity to join that founding leadership team that will lead transformative customer engagements with Adobe's industry-leading innovations in areas, including Gen AI, Creative Productivity, and Document Cloud.We are looking to hire a Director of Account Management for Digital Media (DMe) Corporate Segment Sales in North America. This leader will lead a team of managers who own Adobe's DMe revenue for some of the fastest-growing customers. As we build and enable this team, this sales leader will lead by example and should be able to empower, measure, monitor, and hold the team accountable for building customer engagement and quota attainment.This leader will partner with Adobe DMe Product Specialists, Solution Consultants, BDRs, and Adobe Digital Marketing Account Directors on executive account engagement, renewing current revenue; derisking attrition, and growing the business through expansion, upselling, and cross-selling of Adobe products. You will establish customer executive relationships, direct complex account negotiations, lead cross-functional teams, use data to establish all sales and program priorities, performance manage your managers and account managers, and build a high-energy, accountable, and enterprise sales culture. You will achieve the quota plan by hitting growth and retention targets. This leader is a true evangelist and role model for their team, our extended teams, and the needs of the business.What You'll DoBuild customer C-suite and executive relationships across Marketing, IT, and Procurement.Daily management of managers and sales team through the attainment of quarterly quotas.Assess sales pipeline, activity, and forecasts to determine sales progress and areas for refinement/improvement.Coach managers and AMs through the development of key sales skills, including market management, forecasting, sales planning, prospecting, building pipelines, leading complex deal negotiations, leading cross-functional teams, as well as driving CRM/reporting accuracy.Develop and deliver accurate forecast and attainment details during weekly and quarterly business reviews.Identify and support opportunities for training as well as career diversification and growth across the team.Think creatively and independently to resolve conflict as well as tackle problems.Work cross-functionally to influence Go-to-Market Strategy and Product Roadmap.What you need to succeed10+ years of sales/account management experience, specifically within software sales, leading teams of sales professionals.Prior experience selling into a variety of industries.Consistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as growing an existing install base.Proven track record managing business with large Enterprise Marquis accounts.Led large Enterprise cross-functional teams to close deals.Demonstrated ability to develop and maintain effective business, sales, and vertical market plans as well as shown success in negotiating and closing complex deals.Strong verbal and written communication skills - including excellent reporting and forecasting skills. Attention to detail is critical.
#J-18808-Ljbffr