What you'll do:
Create, maintain and execute a business plan for the assigned accounts with goals and objectives, based on opportunity, customer needs, and Adobes strategic direction.
Meet or exceed quota targets and increase the wallet share in the assigned account.
Develop effective and specific account plans.
Ability to build C Level relationships with CxOs via value-based selling involving return on investment analysis.
Become a trusted advisor to customers by establishing and augmenting account relationships.
Develop customer perspective to understands each customer s business priorities, strategic growth plans, technology strategy and the competitive landscape in the account.
Follow a we'll-adapted approach to maintaining a rolling 2Q pipeline and maintain and progress current pipe.
Use and collaborate with business functions including Marketing, CSM, License Advisory, Inside sales, Partners and channels etc to funnel pipeline into the assigned territory and drive growth in the assigned accounts.
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
What you need to succeed:
Bachelor s Degree and preferably an MBA from respected colleges in the country
Minimum of 10/12 years of consultative sales experience including strategic selling, persuasion and negotiation
Minimum of 5 years experience of selling software / could subscriptions to enterprise customers.
Experience collaborating with both internal team members and external customers as a part of a solution-based sales process.
Demonstrated ability to energize, develop, and build rapport at all levels within an organization.
Strong communication skills to synthesize complex issues and communicate into simple messages
Willingness and ability to travel within your specified geographic region
What leading at Adobe means?
At Adobe, we're passionate about developing leaders at all levels of the organization from individual contributors to people managers. Anyone who s considering a career with us should know that we evaluate leadership based on these five capabilities:
Demonstrating Strong EQ (Be Aware) - Having a keen sense of self awareness is the foundation of leadership at Adobe. As a leader, we look to you to inspire teams to greatness with compassion and mindfulness of your impact on others from interns to the Board of Directors. And whether you're in headquarters, New York, London, Tokyo or Bangalore, you're attuned to emotional, situational and cultural surroundings and adapt your approach accordingly.
Selecting Talent (Be a Recruiter) - you're on top of current and future talent needs as the business evolves because one of your key goals is to build high performing teams. You do so by adopting a rigorous approach to hiring superior talent and are intentionally inclusive to attract diversity of ideas and experiences.
Role Modeling Check-In (Be a Coach) - We don t believe in annual reviews and rankings. That s why, feedback flows continually at Adobe. you're a motivational and effective coach; a leader who discusses expectations, feedback and development regularly with your direct reports. To succeed in this role, you'll need to address performance gaps early and effectively, and be open to seeking feedback from others to improve your performance and your team s.
Leading Change (Be an Agent of Change) - Change leadership is what you do! You actively find opportunities to align team goals with organizational change. you're phenomenal at building support for change because you communicate with conviction and you help those around you to see both the rational and mechanics for business changes and how to adapt accordingly.
Scaling the Business (Be an Owner) - you're someone who sees and understands the vision of the company. you're able to articulate business strategy and develop business processes, systems and structures to make performance sustainable. Your mission is to deliver an exceptional customer experience by promoting shared goals and driving accountability.
More reasons why Adobe life is the good life
Skip those awful performance reviews.
Work in a place that cultivates great leaders throughout the organization. A place that understands that product innovation comes from people innovation.
Feed your brain and grow your skills with our educational assistance program.
Take off for a four-week sabbatical after five years of employment. (As in don t even check your email the whole time. )
Give to your favorite cause each year, and we'll match your charitable donation
Enjoy serious discounts on the Adobe software that will make friends jealous.
Those best places to work lists love us (in multiple countries).
Put your mind at ease with our health and welfare benefits, industry-competitive salary, and more.
The work is awesome. The people are awesome. We think there s no better place to make an impact.
