Adobe
Enterprise Sales Account Manager, State & Local Government
Adobe, Provo, Utah, us, 84605
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 Opportunity
Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Manager will sell Adobe's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.
What You'll Do
Run an enterprise sales territory focusing on state & local government customersDevelop target named account strategies and tactical penetration plansDevelop and maintain relationships at the "C" and "VP" levels of the defined target named accountsDevelop compelling value propositions based on return on investment cost/benefit analysisSuccessfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.Sell against annual revenue targets for software licenses and servicesCoordinate with pre-sales and professional services teamsSupply creative ideas and participate in marketing eventsProvide accurate and timely sales forecastsDevelop, maintain and strengthen third party relationshipsWhat You Will Need
Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years' experience)Understanding of public sector industry with an emphasis on digital experience for customersUnderstanding of broad competitor solution footprints for the information systems marketplaceBe able to work with prospects to understand their business requirements and value modelsAbility to quickly adapt and then clearly articulate value propositionsAbility to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling processExperience and success in selling high value, long lead time enterprise solutions software ($500K and above)Excellent new business development skills and sales quota attainment track recordDemonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detailProficient networker. Ability to develop and use relationships with senior industry leaders and key influencersHigh comfort level and presence with senior government executivesAn accomplished history of selling multi-level to business, technical, IT people, and C-level executivesBachelor's degree or equivalent experience in a related areaRegional travel for this role is approximately 50% by land and/or air
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 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.
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 Opportunity
Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Manager will sell Adobe's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.
What You'll Do
Run an enterprise sales territory focusing on state & local government customersDevelop target named account strategies and tactical penetration plansDevelop and maintain relationships at the "C" and "VP" levels of the defined target named accountsDevelop compelling value propositions based on return on investment cost/benefit analysisSuccessfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.Sell against annual revenue targets for software licenses and servicesCoordinate with pre-sales and professional services teamsSupply creative ideas and participate in marketing eventsProvide accurate and timely sales forecastsDevelop, maintain and strengthen third party relationshipsWhat You Will Need
Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years' experience)Understanding of public sector industry with an emphasis on digital experience for customersUnderstanding of broad competitor solution footprints for the information systems marketplaceBe able to work with prospects to understand their business requirements and value modelsAbility to quickly adapt and then clearly articulate value propositionsAbility to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling processExperience and success in selling high value, long lead time enterprise solutions software ($500K and above)Excellent new business development skills and sales quota attainment track recordDemonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detailProficient networker. Ability to develop and use relationships with senior industry leaders and key influencersHigh comfort level and presence with senior government executivesAn accomplished history of selling multi-level to business, technical, IT people, and C-level executivesBachelor's degree or equivalent experience in a related areaRegional travel for this role is approximately 50% by land and/or air
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 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.