Professional Services Sales - Account Executive

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!

Professional Services Sales (PSS) Account Executive

The Opportunity:
The Adobe Professional Services Account Executive will help grow the Services business focused on Strategic accounts. The success of this quota-carrying Professional Services role will be determined by the Account Executive's ability to identify new business opportunities, to grow the business and to establish new strategic relationships in assigned accounts across the territory. This role will interact strategically with the Field Sales and Service Delivery teams to identify, cultivate, and close on new business.

What’s expected

Own the entire sales strategy and execution for key customers, including territory & account planning, pipeline & opportunity management, and forecasting.
Position Adobe Consulting as the leading digital marketing consultancy with end-to-end capabilities to deliver complex digital marketing use cases on Adobe technology
With your customers, build a vision of their marketing business and our role to support it, and grow into the role of a trusted advisor
Negotiate and contract consulting engagements with customers to implement Adobe solutions and ensure business value realization
Work intensely with the field license sales and service delivery teams to ensure customer satisfaction through achievement of customer business goals, and turn each customer into a reference

Responsibilities:
Drive net new specific services bookings in accounts by identifying and closing professional services and training engagements, both attached to License and in services only opportunities.
Develop and maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.
Accountable for driving the negotiation, contracting, and approval processes.
Follow up on leads generated by marketing
Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives.
Fulfill the role of trusted advisor through your ability to leverage the extended Adobe team to develop strategic opportunities with our Customers.
Work with customer to develop a mutual plan for how Adobe can help them transform their business
Partners closely with Sales support (solution and business architects) to ensure strong & compelling customer proposals and recommendations for the customer
Work closely with Solution Architects (SA’s) on all technical components of proposals to ensure successful customer outcomes are achieved.
Primary sales liaison within Adobe’s delivery team and owns the development and management of Customer relationships in the territory – all while working in tight coordination with License Field Sales teams.
Collaborates with software sales to build & execute complex account strategies.
Support Service delivery owner(s), as needed, in managing customer escalations & issue resolution
Accountable for account planning & customer relationship management
Maintains effective relationships with Operations personnel, Consulting and PMO leadership and personnel; and, align to company as well as the client’s practices and goals.
Manages RFP/RFI’s
Use Sales tools, network & ecosystem to research company, industry and people to uncover business objectives and identify transformational opportunities.
Uses professional network to get access to the full buying committee and discover priorities
Track, monitor and report performance for each opportunity accurately and efficiently
Perform outbound contact to existing customers to help up/cross sell additional (software and) value based services
Acquire and maintain a working knowledge of the complete capabilities of Adobe Experience Cloud Technology and associated services

What you need to succeed:
5 – 7 years minimum prior experience in an enterprise level software consulting or services sales role; this includes proven track record for attaining and exceeding annual quota.
Knowledge of enterprise software development lifecycle, from a service’s selling standpoint, is essential.
Bachelor’s degree with a preferred MBA
Digital Marketing industry experience is helpful, as is knowledge of SaaS and Cloud-based offerings. Knowledge of large, global field organizations required.
Ability to rapidly assess customer environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth.
Ability to deliver Service Program content for preliminary customer alignment as well as present customer case studies
Experience working within matrixed teams to identify, document and close consulting engagements that leverage an enterprise level SaaS offering.
Ability to collaborate and influence license opportunities to drive customer success through service
Strong driver with effective planning and time management skills.
Ability to work independently as well as drive a cross-functional team towards key budget milestone
Ability to anticipate problems and recommend innovative solutions; achieve customer satisfaction through the sale of sound consulting projects.
Excellent team building, verbal and written communication skills
Strong executive presence and presentation expertise.
Expert networking skills to find key points of contact and gain insight to a company’s objectives
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $245,300 -- $421,800 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.

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.

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