Adobe
Director, Corporate Account Management
Adobe, 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 Opportunity
Adobe'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 Do
Build customer C-suite and executive relationships across Marketing, IT, and ProcurementDaily management of managers and sales team through the attainment of quarterly quotasAssesses sales pipeline, activity, and forecasts to determine sales progress and areas for refinement/improvementCoach 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 accuracyDeveloping and delivering accurate forecast and attainment details during weekly and quarterly business reviewsIdentify and support opportunities for training as well as career diversification and growth across the teamThink creatively and independently to resolve conflict as well as tackle problemsWork cross-functionally to influence Go-to-Market Strategy and Product Roadmap
What you need to succeed
10+ years of sales/account management experience, specifically within software sales, leading teams of sales professionalsPrior experience selling into a variety of industriesConsistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as growing an existing install baseHas proven track record managing business with large Enterprise Marquis accountsHas led large Enterprise cross-functional teams to close dealsDemonstrated ability to develop and maintain effective business, sales, and vertical market plans as well as shown success in negotiating and closing complex dealsStrong verbal and written communication skills - including excellent reporting and forecasting skills. Attention to detail is critical
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 $242,200 -- $446,100 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.
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'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 Do
Build customer C-suite and executive relationships across Marketing, IT, and ProcurementDaily management of managers and sales team through the attainment of quarterly quotasAssesses sales pipeline, activity, and forecasts to determine sales progress and areas for refinement/improvementCoach 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 accuracyDeveloping and delivering accurate forecast and attainment details during weekly and quarterly business reviewsIdentify and support opportunities for training as well as career diversification and growth across the teamThink creatively and independently to resolve conflict as well as tackle problemsWork cross-functionally to influence Go-to-Market Strategy and Product Roadmap
What you need to succeed
10+ years of sales/account management experience, specifically within software sales, leading teams of sales professionalsPrior experience selling into a variety of industriesConsistently generate revenue and exceed quota by managing process for identifying, qualifying, and closing new business as well as growing an existing install baseHas proven track record managing business with large Enterprise Marquis accountsHas led large Enterprise cross-functional teams to close dealsDemonstrated ability to develop and maintain effective business, sales, and vertical market plans as well as shown success in negotiating and closing complex dealsStrong verbal and written communication skills - including excellent reporting and forecasting skills. Attention to detail is critical
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 $242,200 -- $446,100 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.