Adobe Digital Experience is seeking a hardworking expert and technically adept sales professional to join our sales team in the US. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few accounts. In addition, you can expect to be working with the existing sales team to lead all aspects of the sales cycle; from the qualification of opportunities, development of a market strategy, coordination of all sales team resources, final negotiation, and closing of business.

Ideally, we are seeking individuals with experience selling Digital Experience Solutions with a proven track record of selling to large enterprises in North America. This position reports to the Sr. Director of Strategic Accounts. If you are passionate about what you do, have an entrepreneurial flair, and are excited by innovative online marketing technology, we want to hear from you!

What you’ll do

• We are looking for you to exceed quota targets;
• Sales strategies - You will develop effective and specific account plans to ensure revenue target delivery and balanced growth. Develop relationships with existing customers and drive strategy throughout the organization;
• Trusted advisor - You will establish strong relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise);
• Customer Research - You will actively understand each customer’s technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer;
• Territory and Account Leadership - You will lead account relationships, prospect profiling, and sales cycles. Inspire all accounts to become Adobe references;
• Business Planning – Develop and deliver a comprehensive business plan to address customers’ priorities and business issues. Apply Strategic Value Assessments, benchmarking and return on investment data to support the customer’s decision process;
• Pipeline planning - Follow a focused approach to maintaining a rolling 4Q pipeline. Keep pipeline current;
• Pipeline partnerships – Collaborate with support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
• Adobe Solutions – Be proficient in and bring all Adobe offers to bear on sales pursuits;
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap;
• Support all Adobe promotions and events in the territory.

What you’ll need to succeed

• A minimum of 10 years prior experience in selling digital marketing solutions
• Mulit-solution SaaS Sales is a huge plus
• Carried a personal annual target of at least $6M USD
• Closed large transformational deals ($20M plus TCV)
• Consistent record of achieving/exceeding sales quota and market share goals
• Shown success in selling to executives, VP and/or "C" level executives
• Able to identify, nurture and close deals in new areas
• Technically adept, skilled solution seller with proven ability to create outcomes where everybody wins
• Excellent communication, presentation, and negotiation skills
• Collaborative teammate with excellent organizational and time management skills
• Practical knowledge in developing GTM plans between enterprise organizations
• An understanding of the competition and how we are positioned against them
• A creative, problem-solving approach to evolving business challenges
• Competence and influencing strategies for leading teams in highly matrixed organizations
• This role will be based in NY, NJ or CT