Enterprise Sales Account Manager - US shift @ Adobe

Job Description

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!

Job Description

DALPSEnterprise Sales AE(DigitalLearning Solutions)

BusinessExcellence

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  AdobeDALPS account executive will work on a targeted set of accounts & identify potential customers within his/her targeted accounts.

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  Establishesregular connect with keystakeholders (Leaders within the organization)within designated set of accounts over a daily/weekly basis with anobjective of becoming atrusted advisor
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  Passionate about engaging with his/her clients on a daily/weekly/monthlybasis.
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  Own andrunclose complex sales cycles, involving several stakeholders and intra organizational teams
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  Workswith the business development and marketing team toplan targetedoutreachto potential customers
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  The DALPS Enterprise Account Executive will own a qtrly/annual bookings target of $1 Mil. $2 Mil (TSV).

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  This role will require the potential candidate to balance between being a hunter & a farmer. (70:30 ratio)

Product Excellence

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  Understands his/her solutions set, use cases, industry trendswell & canarticulate that tohercustomers.
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  Should be able to articulate the value proposition and competitive positioning for all the products that one will be responsible to sell.

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  Establish themselves as a mini thought leader in the industry domain.
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  Leverages on his/her solutions counterpart for providing a compelling solution to prospective clients.
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  Share customer feedback with product teams & drive changes based on customers.
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  Passionate about selling tech that has large scale impact on customer's business.

Customer Excellence.

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  The AE will also be responsible to manage relationship with existing accounts & find opportunities to grow the Adobe footprint.
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  ConstantlyIdentify key sponsors & stakeholders within Assigned accounts to keep an ongoing cadence with them.
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  Participates in qtrly QBR meetings hosted by theEnterpriseSuccess teams & co-owns customer success.
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  Collaborates tightly with the Enterprise success team to identify cross sell/upsell opportunities within his target accounts.

Operational Excellence

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  Create and nurture a strong qualified pipeline and accurately forecast and manage your pipeline, sales activity, and revenue attainment

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  Developandmanage 4Xsalespipeline,prospect,andassesssalesandmovemanytransactionssimultaneouslythroughthesales pipeline
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  Ensures pipeline hygiene and discipline, delivers on forecast with high level of fidelity and accuracy

Collaboration

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  Collaboration is a critical aspect to succeedin this role.
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  The potential candidate will be responsible to collaborate & partner at various levels/teams.SDR's, DX/DME counterparts, Solutions consulting team, Marketing, Product teams are some of theecosystem members this role will collaborate either
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  Work closely with the customer success organization and deployment team to ensure solid implementation plans are in place aligning to the customer's business objectives resulting in the successful consumption of cloud services sold.
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  Consistently demonstrates leadership even while dealing with his/her ecosystem.

What you need to succeed

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  Enterprise Mindset - To drive enterprise business, one needs an entrepreneur's mind set
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  ALeader -An individual whois not merely fixated with a title to act as a leader. Leads all the time.
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  Strategic Thinker - Someone who can think beyond the obvious & lead his/her team
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  Consistency - Consistency in thoughts & action.
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  Builder - Has a builder mindset, rather thanakeeper.

Additional requirements.

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  Strongcustomer-facingandpresentationskillsandexecutive-levelcommunicationandinterpersonalskills.

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  Shouldhaveasuccessfultrackrecordofclosinglargeenterprisedealsin a remote environment, leveraging technology.
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  Hands on w.r.t engaging with C Suite stakeholders within target accounts & managing relationships
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  Expertiseandexperiencedealingwithlarge,complicatedaccountsatthemostseniorITandbusinesslevels
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  8 -12 years relevant experience in Enterprise selling/Account based sales motion.
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  Folks with great academic credentials (Tier 1 MBA schools, Engineers) can also apply with lesser experience.

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  Prior experience of selling Enterprise software/platform
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  SuperiorknowledgeofaccessingandusingtheInternet,SFAtools,andMSOfficetool(Excel&PPT)
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  thegroup,andusetheselearningstohirefor success
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  Willingnesstotravelasneeded,approx.10-20%asneeded
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  Strongteamorientationandabilitytowork withcross-functionalrelationships.

Employement Category:

Employement Type: Full time
Industry: IT
Functional Area: IT
Role Category: Software Engineer
Role/Responsibilies: Enterprise Sales Account Manager - US shift

Contact Details:

Company: Adobe
Location(s): Bengaluru

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