State & Local Enterprise Sales Account Manager

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 sales team thrives being on the front lines of the public sector market by selling a suite of digital experience solutions, closing deals and making an impact on citizen lives. We are looking for a hard-working individual with a tenacious spirit and consistent track record of success selling to government. We're seeking individuals who have enterprise level software sales experience in the state & local market and who bring subject matter expertise when it comes to crafting multi-dimensional deals. The Account Executive leads sales team members through forecasting, account resource allocation, account strategy, and planning with emphasis on cross-selling/upselling Adobe's Digital Experience portfolio. The Account Executive also participates in finding leads, in the development of presentations and negotiates pricing and contractual agreement to close the sale.

What You'll Do

• Run an enterprise sales territory focusing on state & local government customers
• Develop target named account strategies and tactical penetration plans
• Develop and maintain relationships at the "C" and "VP" levels of the defined target named accounts
• Develop compelling value propositions based on return on investment cost/benefit analysis
• Complete the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business
• Sell against annual revenue targets for software licenses and services
• Coordinate with pre-sales and professional services teams
• Supply creative ideas and participate in marketing events
• Provide accurate and timely sales forecasts
• Develop, maintain and strengthen third party relationships

What you will need

• Demonstrated sales track record with Tier 1 and Tier 2 government customers (8-10 years' experience)
• Understanding of public sector industry with an emphasis on digital experience for customers
• Understanding of broad competitor solution footprints for the information systems marketplace
• Be able to work with prospects to understand their business requirements and value models
• Ability to quickly adapt and then clearly articulate value propositions
• Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
• Excellent new business development skills and sales quota attainment track record
• Mentality of a creative self-starter; shows initiative and resourcefulness to find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified, demonstrates grit & willingness to succeed
• Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
• Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
• High comfort level and presence with senior government executives
• An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
• Bachelor's degree or related area
• Regional travel for this role is approximately 50% by land and/or air

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 $246,400 -- $392,500 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.

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