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!
The Opportunity
Workfront, an Adobe company, is the leader in enterprise work management. Together, Adobe and Workfront provide companies a single system to support planning, collaboration, and governance to unlock organizational productivity and create exceptional experiences. Workfront helps people do their best work so companies can thrive in a digital world. Workfront is built for people, effortlessly connecting teams and easily integrating into existing applications and systems. The ability to see, measure, and analyze critical factors such as resources, outcomes, and priorities keeps everyone on the same page, with a clear understanding of why their work matters.
We are seeking an experienced Strategic Enterprise Account Executive - to engage with Adobe's top accounts - who will be responsible for exceeding sales targets through the sale of Workfront. The Strategic ENT AE will be responsible for driving net new revenue as well as expanding existing customer relationships within an assigned territory. The Strategic ENT AE will achieve this through solution selling capabilities, remote/virtual customer engagement, and direct, face-to-face contact when possible. The individual will be responsible for navigating through an enterprise organization to demonstrate cross selling opportunities.
The ideal candidate will be an energetic, driven individual with a "hunter" mentality who will take ownership of a territory to drive significant growth. Successful candidates will have a demonstrated track record of overachievement from closing complex enterprise deals. Come join the team!
What you'll Do• Drive specific product revenue within named vertical industry Accounts.• Build strong, lasting relationships with customers by understanding their needs and business objectives.• Perform outbound contact to existing customers to sell additional products and services.• Acquire and maintain a working knowledge of the complete capabilities of Adobe's Digital Marketing solutions.• Convert customer problems into sales & revenue opportunities.• Maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.• Improve overall customer satisfaction in assigned customer accounts.• Work with various groups within Adobe (Product, Marketing, Operations, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.• Formulate and execute a sales strategy within the assigned territory, develop and maintain strategic account plans, deliver pipeline development, acquire new customers and grow revenue.• Meet and exceed quarterly and annual quotas.• Serve as a trusted advisor to understand your customer's desired business outcomes and propose appropriate work management / transformation strategies to ensure success.• Sell a complete solution of software, services and support to ensure customer success.• Work with field marketing to drive awareness and attendance for webinars, seminars, trade shows and other marketing related events.• Acquire and integrate industry and geographic knowledge related to general trends, emerging technologies, and competitors.• Invest in your personal, professional and financial development to achieve greater sales skills and product knowledge through self-study and the Workfront professional development process.
What you need to succeed• Minimum 7+ years of solution sales experience selling CRM, ERP, HCM, web content management, digital marketing technology solutions or similar business applications to large, complex organizations (SaaS experience preferred).• You will need to bring a track record selling complex enterprise solutions.• You should have the ability to forge and maintain good business relationships.• You will need effective analytical and computer skills.• We are looking for candidates with excellent communication and presentations skills with best-in-class customer service approach.• Ability to remain calm in a fast-paced work environment and to demonstrate thoughtful leadership in assessing problems/opportunities and recommending an approach to solving problems and pursuing opportunities.• Ability to work well in a team environment, acting as a liaison with all other organizations within Adobe including Sales, Engineering, Production & Marketing.• Strong understanding of web technologies and the digital marketing landscape.• Creative, problem-solving approach.• Knowledge of marketing operations, resource management, project management and portfolio management market spaces, competitors and related industries (preferred)• Demonstrated ability to sell enterprise solutions in a 100% remote environment through strong digital selling skills including effective written communication, social selling, and engaging online presentations.• Discipline - skill in managing time and resources and a sound approach to qualifying opportunities are essential• Minimum - BS or BA degree• May require travel up to 40% depending upon the pandemic situation