Manager, Enterprise Sales

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 Opportunity 

The AVP Sales, a front-line leadership role, is responsible for building and developing the team’s sales pipeline by guiding a team of Named Account Managers who deliver on their respective sales goals. We are looking for a leader who is familiar with selling business-focused enterprise software applications. This incredible opportunity will have you lead from the front, modeling the best in-class behavior, and taking direct ownership for success of the team in all areas. Should be familiar with how to sell to C-Suite executives, board members, and their teams. Should be an entrepreneur at heart, with ability to operate in decentralized and autonomous fashion with a bias for action. Instill a culture of excellence that exceeds goals and targets. Lead, coach, and continuously develop Account Managers focused on Enterprise Install Base accounts with high growth opportunity. Develop individuals so that success is achieved in a balanced fashion.

This role is within the Digital Media business, helping to grow named accounts that have an existing footprint of Creative Cloud, Document Cloud, Adobe Sign and other solutions.

What you’ll do

• We need you to be an “Exec Sponsor” helping teams navigate complex sales cycles and be a trusted advocate for the customer.

• Use and advocate Adobe standard value-selling methodology to drive consistency and scale in progressing and closing business across the team.

• Handle consistent, Adobe territory and account planning processes across the team.

• Develop team linearity and drive CRM, pipeline hygiene, and forecasting.

• Enable team on platform selling motion passionate about helping customers achieve significant business outcomes.

• Cultivate and lead deep partner relationships.

• Lead a broad ecosystem of specialist, pre-sales, partner sales, Adobe consulting, inside sales, field marketing, and other functions that matrix into the team.

What You Need to Succeed

• 5+ years of successful sales leadership experience preferred, in business application software, as measured by sales performance against goals. 10+ years overall experience in enterprise level software selling required.

• Demonstrated leadership in complex sales cycles resulting in 7 and 8 figure subscription commitments.

• Must be able to foster exec relationships with genuine interest in customers’ success. Owning “day to day” exec sponsor role is critical.

• Highly collaborative with the ability to lead in matrixed environment. Must be able to sell internally just as effectively as externally to help teams win.

• Ability to recruit and retain top talent.

• Must be comfortable with extensive travel across the country.

• Growth mindset, eager to learn, with ego in check.

• BA/BS degree required.

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.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

There is no deadline to apply to this job posting because Adobe accepts applications for this role on an ongoing basis. The posting will remain open based on hiring needs and position availability.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.

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