Mgr – Enterprise Sales

Mgr – Enterprise Sales

Requirements

• 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.
• BA/BS degree required.
• Must be comfortable with extensive travel across the country.

Responsibilities

• Lead and mentor impactful sellers through sales and account management motions.
• Coach and support Account Directors with individualized plans. Give feedback and direction. Willing and able to jump in when needed with focus on empowering reps to be successful and self-sufficient.
• Engage and orchestrate entire ecosystem team to drive consensus and action. Ability to influence PS, SE and CSM teams.
• Infuse Adobe’s best interest, values, and process into all internal/external meetings.
• Lead large, complex sales processes internally involving legal, deal desk, product marketing, etc.
• Act as the CEO of your Business. Scale processes of leading the team, deal inspection, and day-to-day support the team across the book of business.
• Innovative and resilient problem solver. Ability to critically think and take charge on solving complicated and sophisticated problems/ blockers that allow Adobe to better serve our customers and get deals done at scale.
• Demonstrate industry expertise, thought leadership, grasp of macro-economic environment and be a trusted advisor.
• Articulate the Adobe story, outstanding value proposition and how Adobe’s solutions align with customer’s vision and address customer’s business issue (e.g. return on investment of product).
• Ingrain an environment of operational excellence with view into data, weekly forecast, team compliance to keep account strategies on track and deals progressing with tenacity, accuracy and awareness of status.
• Drive revenue and quota across Account Directors and ecosystem. Coach team to own, expand and close deals. Ensure account and territory plans are in place.
• Lead expectations for leadership against pipeline with accuracy and dependability.
• Drive sales process, repeatability, deal hygiene, forecast accuracy, and close opportunities effectively across a team of reports.

Preferred Qualifications

• Validated leadership in sophisticated sales cycles resulting in 7 and 8 figure subscription commitments.
• Demonstrated ability to foster exec relationships with genuine curiosity about customers’ success. Owning “day to day” exec sponsor role is crucial.
• Highly collaborative with the ability to lead in matrixed environment. Ability to sell internally just as effectively as externally to help teams win.
• Ability to recruit, mentor, develop and retain top talent.
• Growth mindset, eager to learn, with ego in check.