Enterprise Sales Account Manager

The Challenge 
 
Adobe is looking for an Account Director who will be responsible for achieving sales targets by selling the Adobe Learning Manager platform as part of our Digital learning business. 

You will be part of our enterprise sales team, working with some of the most significant prospect brands across the NA industry segment. This role will involve developing long-term customer relationships and crafting strategic account plans. The Account Director will achieve this through software solution selling capabilities and direct, face-to-face contact with the customer. 

 Responsibilities include building relationships at all levels, focusing on the C-suite, and effectively navigating the customer's organization. You will guide and assist customers in achieving a successful start with Adobe and help them expand the value realized from our solution. Successful candidates will be high-energy, data-minded, naturally inquisitive, and tech-savvy individuals with prior senior-level sales experience. 

What You’ll Do 
 

• Approach the business strategically and set a multi-year North Star vision and strategy for your company grounded in value. Proactively identify and achieve a path to the sales plan.  

• Build robust account plans at the beginning of the year and lead regular account planning meetings to keep the team aligned.  

• Build strong executive relationships across multiple fields (CLO, CHRO, CXO and CDOs).  

• Proven success in bringing in new business and expanding footprint with existing clients. 

• Identify, unlock, grow, and accelerate new revenue opportunities within key accounts, including cross-pollinating additional digital learning solutions within targeted accounts. 

• Collaborate with the Adobe Digital experience sales team to co-sell the Adobe Learning Manager platform to strategic Industry accounts 

• Communicate with customers effectively and persuasively to uncover company-viable solutions from their view.  

• Identify and gain customer alignment on compelling business issues to be addressed.  

• Lead, collaborate and orchestrate Adobe's Ecosystem and Partners to drive outcomes. Use Adobe's ecosystem to the fullest potential.  

• Manage large, sophisticated internal sales processes involving legal, deal desk, product marketing, product support& engineering, and other Adobe customers.  

• Identify and lead collaboration with external 3rd parties, including tech partners and system integrators.  

• Meet sales quota and run an efficient business 

• Advance and close sales opportunities - through successfully executing the sales strategy and roadmap.  

• Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep the pipeline current and quickly qualify opportunities.  
   

The ideal candidate will have: 
 

• Minimum 10+ years of consistent track record selling learning platform solutions to CHRO’s CLOs, IT, and brands or lines of business in large enterprise organizations. 

• Track record of achieving/exceeding sales quota and market share goals. 

• Prior experience in selling enterprise Learning platforms or SAAS platforms. 

• Strong understanding of the learning ecosystem within Enterprise organizations.  

• Ability to work effectively in a team environment, effectively partnering with other Adobe teams, including Sales, Support, Engineering, Product & Marketing. 

• Validated Sales Excellence and creative, problem-solving approach 

• This role will be required to travel based on customer requirements. 

• Able to maintain high efficiency and work effectively in a fast-paced, collaborative, team-oriented environment. 

• Ambitious and focused.