Sr Enterprise Sales Account Director

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!

The challenge

Adobe Digital Experience is seeking a disciplined, experienced, and technically adept sales Account Director to join our sales team leading a Strategic Travel and Hospitality vertical. Adobe's Sales Leaders chartered with executive relationships, running the business, an ecosystem team, and being experts in our go-to-market objectives. This role is measured by executing quarterly quota, maturing future pipeline, building net-new business, and maintaining reoccurring revenue.

In addition, you will lead and own the annual strategy cadence spanning account plans, QBRs, executive meetings, authoring and positioning Adobe's go-to market for digital transformation and contractual process with customers.

We are seeking individuals with experience selling digital transformation products and a consistent track record of selling to large enterprises in North America, preferably but not limited to Travel & Hospitality accounts. This position reports to the AVP, Vertical Sales and will be staffed from a home office near a major airport.

What you'll do

• Annual Revenue - Exceed quota targets
  • Go-to Market Strategy - You will become an industry expert, extend to Adobe's GTM position, develop and maintain account plans that service various activities and artifacts to ensure revenue target delivery and balanced growth nurturing executive partnership among accounts.
  • Trusted adviser - You will establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise), also including strategic system integrators, cloud platforms, and run and operate partners.
  • Customer Acumen - You will actively understand each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
  • Territory and Account Leadership - You will lead account relationships, prospect profiling, and sales cycles. Inspire all accounts to become Adobe references
  • Pipeline planning - Follow a focused approach to maintaining a rolling 4Q pipeline. Keep pipeline current
  • Pipeline partnerships - Collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
  • Adobe Solutions - Be proficient in and bring all Adobe offers to bear on sales pursuits
  • Advance and close sales opportunities - through the successful execution of the sales strategy and road map
  • Support all Adobe promotions and events in the territory.

What you'll need to succeed

• A minimum of 10 years' prior experience in selling digital marketing and customer experience solutions
• Familiarity with data and content platforms, customer communications and marketing solutions sales is a plus
• Carried a personal annual target of at least $3M USD for new business
• Proven record of achieving/exceeding sales quota and market share goals
• Shown success in selling to executives, VP and/or "C" level
• Able to identify, cultivate and close deals in new areas
• Technically adept, skilled solution seller with shown ability to create outcomes where everybody wins
• Excellent communication, presentation and negotiation skills (verbal and written).
• Collaborative teammate with excellent organizational and time management skills

Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado.

Colorado Starting Salary: $246,200 - $319,800

Pursuant to the New York City Pay Transparency Law, below is a summary of compensation elements for this role if based in New York City.

New York Starting Salary $257,200 - $334,000

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.