Senior Manager-Outbound ICX

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!

Job Description Summary

Administers/designs the inside/tele sales representatives’ sales incentive plan for the North American segment. Trains, mentors, coaches, and supervises inside/tele sales staff. Has thorough knowledge of the organization’s products/services. Prioritizes and allocates resources. Typically works with the field sales organization to ensure that representatives are provided adequate support in the field. May work with inside/tele sales representatives to develop channel partnerships. Responsible for market development, setting targets, and ensuring that revenue is generated.

Job Description

The art of sales is changing!

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

(1) Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.

(2) Marketing turns over long lists of leads, which are typically contacts in your target audience

(3) Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.

On the other hand, we at Adobe - ICX are a Modern Sales Team of 250+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next ‘sales action’ that will lead to revenue conversions (future state).

The challenge:

We are looking for a Sales Leader who is responsible for leading and directing strategic initiatives that enable the Digital Sales team to continue exceeding the defined sales goals and KPIs across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.

An Ideal candidate would be a thought leader with a proven track record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. He/She must also be an inspiring leader able to build, develop & inspire a high performing team.

What you’ll do:

As a Leader:

• Leading team by coaching mentoring & motivating the team with a high level of EQ & becoming trusted leader for the team.
• Should possess strong collaboration skills as the Digital Sellers leverage other teams for their own success.
• Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team.
• Developing sales strategy and pilot different pitches to continue meeting sales goals, while reducing overall customer cancellations.
• Building knowledge on Adobe products and services – their features, benefits, prices, and additional services.
• Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns, marketing leads and execute. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.
• Responsible for feedback loop with the worldwide stakeholders on execution and on pilot/test campaigns to improve effectiveness of campaigns. Accomplishing ICX human resource objectives by effectively partnering with the Employee Experience team. This would involve working on the recruiting strategy, training and development plans, counseling, and disciplining employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
• Developing key performance metrics and dashboards that help the sales organization focus on performance drivers.

As A Sales Professional:

• Managing Sales pipeline and regular forecasting to meet assigned goals.
• Preparing ICX Sales performance reports by collecting, analyzing, and summarizing sales, data and trends.
• Developing and continuously improving lead qualification using established criteria and standards.
• Producing and implementing action-oriented plans when sales goals or SLAs do not meet expectations.
• Implementing and reviewing policies, business metrics, productivity and operating structure to consistently grow the sales results.
• Providing weekly reporting on leads, conversion to qualified prospects, sales opportunities and campaign effectiveness. In addition to revenue and pipeline measurement, each manager will track daily, weekly and monthly activity & productivity metrics on their teams to ensure the team is spending their time on the highest value add actions at all times.
• Turning data into insights capable of independently translating ambiguous business problems into specific analyses and capable of translating the resulting data back into a solution to meet the business need.

What you need to succeed

• Demonstrated success in previous experiences with a proven ability to define, refine and implement successful sales processes, procedures and policies that drive results and the bottom line.
• Possess the art of successfully managing the team virtually, given that the pandemic has kept us to work from homes right now.
• Demonstrated ability to be a quick learner.
• Should know how to motivate and lead the team to build skills on new Adobe Solutions.
• Working closely with the North American customer in their time zone (working hours would be EDT/EST as for North Americas).
• Ability to compile sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations that are digestible for the entire company.
• Willingness to work across shifts.
• Advanced knowledge of Sales Operations, Technology used in Digital sales.
• Thought leadership on Sales, Customer Success and Subscription management.
• Postgraduate with over 10 years of experience in Field Sales and/or Digital Sales.
• Proven ability to effectively manage people effectively, hire and train, coach new sales team members.
• Proven ability to develop a communicate and present to management on new ideas, proposals and feedback to move the business forward.

Get to know the team

Adobe’s Digital Media Business Unit focuses on advancing state of the art content and driving digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, manage and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.

Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets they need to create and manage content across desktop and mobile.

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.

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [email protected] or call (408) 536-3015.