Job Description for Enterprise Sales Manager at Adobe
Adobe’s Print & Publishing business is scouting for seasoned sales, business development professionals for a Mid Market Sales Account Manager role. The Sales Account Manager will be responsible to generate quarterly bookings/revenue for Adobe’s Print & Publishing Business Unit (PPBU). This is an Inside Sales role & the position will be based out of Adobe’s Noida offices. This PPBU role at Adobe involves working directly with end customers on positioning Adobe’s Captivate Prime solutions.
This is not an OVERLAY role & the individual has the ownership of the closing business from start to end. You will work independently to drive quarterly/annual bookings from a designated set of Mid Market Named Accounts (Existing & New). Individuals with a flair for working with large enterprise customers selling high breed software solutions are welcome to apply for this role.
Our most successful sales executives take a consultative approach and are looked upon by our customers as trusted advisors. This, combined with the support received from our Solutions consulting, Marketing, and Product team, make this an ideal opportunity for professionals in the Enterprise Sales community to build on their existing track record with an incredible success story.
What you’ll do
What you need to succeed
As an Adobe Account Manager (Mid-Market Accounts) you will be responsible to drive new bookings/revenue within designated accounts.
Use a consultative sales approach to identify new opportunities within the existing customer base.
You will own the quarterly/annual booking quota for the designated set of accounts & must ensure that they consistently achieve/overachieve their quota.
The primary charter of this role will be to manage relationships with existing large enterprise accounts & identify new business opportunities.
Develop strong, strategic relationships with customers to identify and use the customers’ business goals, growth strategies, and profit drivers to deliver the appropriate Adobe PPBU value proposition/sales solution strategy.
Articulate the value proposition and competitive positioning for all the products that one will be responsible to sell.
Conduct planned outbound calls/campaigns to define target accounts with a focus on positioning new Adobe solutions within the designated account base.
Liaison with Channel and other Adobe Enterprise Account Managers (field) by engaging in targeted call campaigns to enable deeper penetration into targeted accounts
Anticipate and handle objections during the sales process articulating clear and concise responses that position the benefits of the platform
Maintain up-to-date knowledge of the competitive positioning of assigned Adobe solutions in the marketplace
Manage & maintain a minimum of 30-40 completed calls per day primarily targeting decision-makers.
Ensuring daily/weekly updates of pipeline & providing accurate forecast to the sales leadership team on an ongoing basis using Salesforce CRM
Participate in weekly/bi-weekly forecast review meetings with all the partners to review the progress towards revenue and growth goals.
Build relationships with key stakeholders in the organization and have monthly/ quarterly meeting cadence.
The candidates should have exceptional verbal, written & presentation skills.
Must have at least 7+ years of RELEVANT experience in Sales/Inside/Sales/Solution Selling/Account management/Business development in a closing/quota bearing role
An ideal candidate should be PASSIONATE about inside sales as a profession & a believer in the ideology that inside sales is the present & future of sales.
Should have a natural flair for conversations & enjoy talking to customers about Adobe solutions. Making outbound sales calls is an integral part of this role, so the person should love the idea of connecting with multiple customers/accounts in a day/week.
Should have proven track record of successfully achieving & overachieving his/her quota during their prior stint.
Should possess a sound understanding of the sales cycle / Inside Sales model and consultative selling approach.
Should be willing to work in a shift as the target markets could be NA
Capable of analyzing large amounts of internal and external data and to make a decision with speed and accuracy.
MBA’s preferred, however, graduates with relevant work experience (7+) can also apply
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