Enterprise Sales Account Manager

Adobe

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 challenge

Adobe’s Digital Media Enterprise team is looking for a hardworking, proactive Account Manager to ensure that the needs of our Enterprise clients are being supported. The Account Manager is responsible for the sourcing and closing of new customers, and for the end-to-end management of Adobe’s existing client relationships. Measures of success include revenue delivered vs. targets, up-sell and optimization effectiveness, client satisfaction and retention levels, and contribution to overall sales team and business unit. We are looking for a hunter in the East region who can demonstrate a history of quota over-achievement and deep customer relationships.

This role is to ideally be staffed in the East Region. There will be a defined set of enterprise accounts with greater than $1B in annual revenue.

What you’ll do

  • Maintain and grow existing client base including expansion of new offerings.
  • Drive specific product revenue in the territory.
  • Build strong, lasting relationships with customers by understanding their needs and business objectives.
  • Perform outbound contact to existing customers to sell additional solutions.
  • Acquire and maintain a working knowledge of the complete capabilities of our solution offerings.
  • Convert customer challenges into new opportunities
  • Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly and annual quota objectives.
  • Improve overall customer satisfaction in assigned customer accounts.
  • Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.

What you need to succeed

  • Minimum 10+ years proven track record of field account management/account executive experience.
  • Proven Track record selling Complex Enterprise Solutions.
  • Ability to forge and maintain good business relationships.
  • Demonstrated analytical and computer skills.
  • Excellent communication and presentations skills with top-notch customer service approach.
  • Proven experience in using quantitative and qualitative analysis to assess customer relationships and make recommendations for each account.
  • Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/ opportunities and recommending an approach to solving problems and pursuing opportunities
  • Ability to work successfully in a team environment with your Adobe ecosystem including Renewals Specialists, Product Specialists, CSM’s, Solution Consultants
    and Field Marketing.
  • Creative problem-solving approach.
  • Experience in selling technology

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