Senior Sales Manager (Digital Media)

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!

We are looking to hire a Senior Sales Manager to lead our US Mid-Market Field Sales Team, for our rapidly expanding Digital Media growth products' business, Substance 3D, Frame.IO, and Sign:

• The Substance 3D ecosystem is an end-to-end pioneering 3D workflow, that empowers Creative Professionals to intuitively model, texture, stage, and publish 3D content.
• Frame.io is the next generation of video collaboration, offering one central hub that lets you share media, track feedback, and streamline your workflow so your team can work closely together from anywhere in the world.
• Acrobat Sign transforms and speeds up your workflows - it's Microsoft's preferred e-signature solution and the only e-sign tool that also includes the power of Adobe Acrobat in one package.

Adobe's Sign team is seeking a hardworking, proactive Strategic Account Executive to ensure that the needs of our top Enterprise clients are being supported. The Account Executive is responsible for the sourcing and closing of new Sign 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 with enterprise sales experience who can demonstrate a history of quota over-achievement and deep customer relationships at the Executive Level. This role is to ideally be staffed in the Eastern Region of US.

We need a very focused, well-organized, and goal-oriented business leader to help drive considerable growth. We are looking for an individual who will be able to demonstrate their team's talents to win opportunities with new customers and grow our footprint with existing customers.

Adopting an Omnichannel approach, and collaborating with Marketing, Go-to-Market, Lead Generation teams, Partners, Solution Consultants, and Sales Operations (among other functions) across the organization are critical for success.
What you'll do

• Lead your organization to deliver top-quality sales pipeline opportunities and to complete sales processes as appropriate.
• Work directly with key customers to build strong partnerships, deliver product presentations to help close, renew and grow sales, drive adoption of our world-class Digital Media growth products, and help customers realize tremendous value from their investment.
• Align with internal partners such as solutions consultants and product marketing to guide the customer through successful purchase and launch.
• Ensure your team's deep product knowledge remains at the highest level (product releases and updates, market news, industry workflows)
• Closely align with 3rd party demand generation to drive strategic direction and alignment on SLAs by lead type
• Align with the marketing demand generation team to ensure system capabilities are streamlined and drive enhancements/efficiencies where required.
• Partner with the Operations team to implement and follow efficient processes, and to ensure proper completion of meeting tasks, opportunity creation, and pipeline reporting.
• Responsible for building tight alliances with remote and local sales teams, making modifications where vital to always meet qualification and lead routing ensuring meeting quality.
• Handle reporting overall team results related to Key Performance Indicators as appropriate.
• Be accountable for the overall monitoring of team(s) to ensure top production performance
• Coordinate reporting and communicating to sales management, demand generation, Sales Operations, Quarterly Business Reviews, and overall program and team performance.
• Submitting accurate forecasts to Senior management to assist in business planning and reporting, preparing sales plans in association with Senior management; assisting company growth into new markets for its products by successfully implementing those plans
• Identifying new venture opportunities for the company's products and services
• Enhancing the corporate reputation and transparency in the region through the promotion of growth products and technical expertise
• Occasional Travel might be needed (Industry Events, Team working sessions)

What you need to succeed

• 7 + years relevant work experience in sales and/or customer success with preference for experience in the technology industry.
• Passion, grit, and a desire to win
• Exceptional leader with strong cross-functional relationships' building skills; proven track record of effectively navigating organizations, champion joint partnerships, lead without authority, and empower others
• Notable ability to perpetually build dedicated teams and exceed team goals
• Strong history of sales quota or customer success metric attainment and achievement.
• Ability to work in a fast-paced, changing environment, while still driving teams to exceed goals and produce quality sales opportunities.
• Previous experience working as a trusted advisor to drive business value and sales expansion opportunities.
• Shown success in selling to executives and leadership positions
• Able to prioritize, multi-task, and perform effectively in ambiguous environments.
• Able to identify and deliver process optimizations and enhancements to go-to-market strategy
• Exceptional capacity to implement efficiently, with attention to lead quality.
• Strong presentation and interpersonal communication skills.
• Understanding of CRM systems (SFDC experience a plus).
• University or College Degree preferred.
• Bring your authentic self!