Enterprise Sales Account Manager

Our CompanyChanging 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 will be responsible for achieving sales targets by selling the Adobe Learning Manager platform as part of our Digital learning business. You will be part of our enterprise sales team, working with some of the most significant prospect brands across the NA industry segment. This role will involve 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, focusing on the 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. Successful candidates will be high-energy, data-minded, naturally inquisitive, and tech-savvy individuals with prior senior-level sales experience. What You’ll Do  Approach the business strategically and set a multi-year North Star vision and strategy for your company grounded in value. Proactively identify and achieve a path to the sales plan.  Build robust account plans at the beginning of the year and lead regular account planning meetings to keep the team aligned.  Build strong executive relationships across multiple fields (CLO, CHRO, CXO and CDOs).  Proven success in bringing in new business and expanding footprint with existing clients. Identify, unlock, grow, and accelerate new revenue opportunities within key accounts, including cross-pollinating additional digital learning solutions within targeted accounts. Collaborate with the Adobe Digital experience sales team to co-sell the Adobe Learning Manager platform to strategic Industry accounts Communicate with customers effectively and persuasively to uncover company-viable solutions from their view.  Identify and gain customer alignment on compelling business issues to be addressed.  Lead, collaborate and orchestrate Adobe's Ecosystem and Partners to drive outcomes. Use Adobe's ecosystem to the fullest potential.  Manage large, sophisticated internal sales processes 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 successfully executing the sales strategy and roadmap.  Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep the pipeline current and quickly qualify opportunities.   The ideal candidate will have:  Minimum 10+ years of consistent track record selling learning platform solutions to CHRO’s CLOs, IT, and brands or lines of business in large enterprise organizations. Track record of achieving/exceeding sales quota and market share goals. Prior experience in selling enterprise Learning platforms or SAAS platforms. Strong understanding of the learning ecosystem within Enterprise organizations.  Ability to work effectively in a team environment, effectively partnering with other Adobe teams, including Sales, Support, Engineering, Product & Marketing. Validated Sales Excellence and creative, problem-solving approach This role will be required to travel based on customer requirements. Able to maintain high efficiency and work effectively in a fast-paced, collaborative, team-oriented environment. Ambitious and focused. 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 $237,200 -- $350,100 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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.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 accommodations@adobe.com 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.SummaryLocation: Remote California; Remote Illinois; Remote New YorkType: Full time