Enterprise Sales Account Director, State and Local Government

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

Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.

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

• Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.

• 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 (5-10 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

• Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.

• 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 equivalent experience in a related area

• Regional travel for this role is approximately 50% by land and/or air

Our compensation reflects the cost of labor across several geographic markets, and we pay differently based on those defined markets. The pay range for this position is $229,000 -- $369,600 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. In Massachusetts, the pay range for this position is $246,400 - $356,800

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

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

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.