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Enterprise Sales Account Manager (US Region)

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Adobe

2mo ago

  • Job
    Full-time
    Expert Level
  • Customer Relations
    Sales & Business Development

AI generated summary

  • You need 10+ years selling complex SAAS solutions, proven lead generation skills, strong communication and networking abilities, and a track record of achieving $1M sales targets.
  • You will pursue and close sales for the Adobe Learning Manager, develop account plans, build relationships with key stakeholders, create presentations, and report on pipeline and customer needs.

Requirements

  • Proven success in selling complex enterprise solutions and maintaining strong business relationships.
  • 10+ year of experience in selling SAAS or content management solutions to clients in North America.
  • Skilled in using quantitative and qualitative analysis to evaluate customer relationships and make recommendations for each account.
  • Previous experience in generating new leads through cold calling and networking.
  • Strong phone skills, active listening, excellent communication and writing skills, and positive energy.
  • Skilled in sales prospecting tactics and technologies.
  • Proven track record to achieve sales targets of at least $1 million, and excellent organizational, presentation, and interpersonal skills.
  • Experienced in building strong customer relationships in a constantly evolving environment, ability to quickly understand and clearly communicate value propositions, and collaboration with cross-functional teams to bring in the right resources at the right stage of the sales process.
  • Proficient networker is able to establish and leverage relationships with senior industry leaders and key influencers.
  • Strong interpersonal skills and the ability to persuade and influence people.
  • Skilled in sales prospecting tactics and technologies.
  • Motivated by both individual and team accomplishments.
  • Highly organized with the ability to thrive in a fast-paced environment.

Responsibilities

  • Find and close deals with new and existing leads and opportunities for the Adobe Learning Manager platform.
  • Develop and implement account plans to generate sales leads and achieve revenue targets through new business acquisitions.
  • Generate sales pipeline through outbound prospecting activities via telephone, video, and email.
  • Build relationships with mid-level and executive-level members of the Learning & Development, digital transformation, Marketing and IT teams, and schedule meetings with L& D and training and enablement teams.
  • Collaborate with the Adobe DX field teams to promote ALM to both new and existing clients.
  • Establish relationships with key customer stakeholders and build sales opportunities.
  • Build convincing and professional sales presentations.
  • Use data, site audits, case studies, and benchmark reports to guide and support customers in their decision-making process.
  • Negotiate business terms with senior management, C-level executives, and business owners.
  • Work closely with internal stakeholders across a matrixed organization (such as Solutions Consultants, Customer Success, Support, Partnerships, SIs, and Services).
  • Provide and report pipeline, forecast, activities, customer needs, and other business opportunities.

FAQs

What is the primary responsibility of the Enterprise Sales Account Manager?

The primary responsibility is to drive quarterly and annual bookings for the Adobe Digital Learning Solutions, specifically the Adobe Learning Manager platform.

What qualifications are needed for this position?

Candidates should have 10+ years of experience in selling SAAS or content management solutions, proven success in selling complex enterprise solutions, and excellent communication and relationship-building skills.

What type of sales approach is preferred for this role?

A consultative sales approach is preferred, where the account manager establishes themselves as a trusted advisor for potential clients.

What are some key tasks the Enterprise Sales Account Manager will perform?

Key tasks include developing account plans, generating sales leads, building relationships with stakeholders, presenting sales pitches, negotiating business terms, and collaborating with internal teams.

What personal qualities are essential for a successful candidate?

Successful candidates should possess strong interpersonal skills, persuasive abilities, high energy, excellent organizational skills, and the capability to thrive in a fast-paced environment.

How does Adobe support diversity and inclusion in hiring?

Adobe is committed to being an Equal Employment Opportunity and affirmative action employer, ensuring that hiring practices do not discriminate based on various protected characteristics.

What work schedule is expected for this role?

The expected work schedule is during US Eastern Standard Time (EST) hours.

What support does Adobe provide for employees with disabilities?

Adobe aims to make its website accessible and provides accommodations for individuals with disabilities during the application process. Support can be requested via email or phone.

Is there a focus on team accomplishments in this role?

Yes, candidates should be motivated by both individual and team accomplishments, contributing to a collaborative work environment.

How will the Enterprise Sales Account Manager generate leads?

The account manager will generate leads through outbound prospecting activities, including cold calling, video calls, and email outreach.

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Adobe

Technology
Industry
10,001+
Employees
1982
Founded Year

Mission & Purpose

Adobe is the global leader in digital media and digital marketing solutions. Our creative, marketing and document solutions empower everyone – from emerging artists to global brands – to bring digital creations to life and deliver immersive, compelling experiences to the right person at the right moment for the best results. In short, Adobe is everywhere, and we’re changing the world through digital experiences.