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JOB LEVEL
P40
EMPLOYEE ROLE
Individual Contributor
The Opportunity:
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.
What you’ll Do
• 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.
What you need to succeed
• 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 $237,200 — $350,100 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.
Internal Opportunities
Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe!
Put your best foot forward:
1. Update your Resume/CV and Workday profile – don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.
2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in.
3. Check out these tips to help you prep for interviews.
4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll.
Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.
At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe’s the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.
Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.
If you have a disability or special need that requires accommodation to navigate our internal careers site or to complete the application process, please contact accommodations@adobe.com.
