Enterprise Sales Account Manager - State & Local Government

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, focusing on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities.

About the role

This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling opportunities. You will report to State & Local business management and be responsible for building strong relationships with C-level customers and creating account plans.

Responsibilities

• 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

Requirements

• 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
• Ability 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 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 initiative to connect with prospects in creative ways
• Strong skills in communication, presentation, negotiation, organization, and attention to detail
• Proficient networker with the ability to develop and use relationships with senior industry leaders and key influencers
• High comfort level and presence with senior government executives
• 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.

Pay

The U.S. pay range for this position is $182,900 – $293,900 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. In Illinois, the pay range is $196,900 - $285,100.

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). Certain roles may be eligible for long-term incentives in the form of a new hire equity award.