Enterprise Sales Account Manager - Federal

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!

Our Public Sector Mission

Changing the world through digital experiences is what Adobe's all about. We're focused on scaling for tomorrow, inspiring others to achieve as leaders, and creating what's next. We seek to hire the very best colleagues for customer focused innovation, collaboration, and success. We 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!

We deliver digital government solutions that put people first. Our software is utilized by government customers for digital transformation in their public facing engagement to citizens and business, to other agencies across government, to their employee intranets, and to mission environments that support our country. Our enterprise software and cloud services make, manage, and measure digital content in electronic documents and digital media, using forms, workflow, content management, analytics, information assurance, and collaboration technologies. We maintain a strong emphasis on security, with 7 FedRAMP authorized government cloud solutions and the authority to operate in other government networks.

Job Description

To support our public sector customers, we seek strong candidates that have extensive government experience and appreciate the needs of the mission. Adobe is looking for an Account Director who is responsible for achieving sales targets through the sale of Adobe's Digital Experience Cloud. You will be part of our savvy sales team, working with Adobe customers across our Federal Civilian sector. This includes the development of long-term relationships with customers as well as crafting account plans for new relationships. The Account Director will achieve this through solution selling capabilities and direct, face-to-face contact with the customer. The individual will be responsible for navigating through the customer's organizations from the top to the bottom of each organization. Your team will guide and assist customers in achieving a success with Adobe solutions and help them expand the value realized from our solutions. The right fit will be, a high energy, data-minded, and tech-savvy person with prior experience in Federal Civilian sales.

Adobe Systems Federal is looking for someone to:

• Create, maintain, and execute a business plan for the assigned vertical with goals and objectives, based on opportunity, customer needs, and Adobe's strategic direction.
• Define the sales strategy through a Strategic Account Plan to increase customer footprint for Adobe's offerings in each account. Build a process of strategic account mapping and SES Level relationships using presales, consulting and the partner management teams.
• Ability to influence & direct multi-functional teams without formal authority. Inherently collaborative, while also demonstrating leadership to successful conduct strategic plan
• Build SES Level relationships with Directors, CIO's, Mission and Critical Communication leaders via value based selling involving return on investment analysis and being able to build an abstraction between the technology itself and the core business benefits which are easily understandable by public sector executives
• Sound Business acumen around Forecasting and Pipeline Management. Maintain regular pipeline forecasts and provide business health checks to senior sales management
• Manage complex contract negotiations with ability to engage all necessary support (Contracts, Technical teams, Legal, Operations)
• Ensure that proper security & legal compliance measures are always applied and followed.

Required Qualifications:

• Bachelor's Degree and preferably an MBA from respected colleges
• Minimum 5 years enterprise software sales experience within federal government
• Competency in at least one sales methodology such as Value Selling, Challenger Selling, Spin Selling, etc
• Experience with SaaS sales with preference in Customer Experience arena
• Outstanding Communication Skills - Written and Oral

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 $231,700 -- $344,900 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.