Mgr, Enterprise Sales - Workfront Strategic, FSI

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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. We are seeking an expert Strategic Enterprise First Line Sales Manager, Financial Services - to engage with Adobe's top FSI accounts - who will be responsible for formulating and carrying out a strategy to drive net new revenue as well as expand existing customer relationships within an assigned territory. You will lead a team of Specialists that will sell Workfront. This role works in partnership with Sales, Solutions Consulting, Field Marketing, Business Development, Partner Managers, and Services, therefore cross-company engagement and orchestration is critical. The candidate will be a high-impact individual capable of driving outstanding business results & best-in-class employee development. Successful candidates will have a demonstrated track record of overachievement from closing complex enterprise deals. The Sales Leader is fully responsible for developing and leading the team to generate revenue and achieve individual and team quotas. Are you looking for an exciting job to make a difference and make a significant impact? Come join the team!
What You'll Do
  • Talent development - Will recruit, coach, mentor and lead an accomplished team of sales professionals to achieve annual sales targets.
  • Sales strategy - Will develop effective and specific territories and drive your team to develop account strategies and plans to ensure revenue target delivery and long-term growth.
  • Trusted executive advisor - Will establish strong executive relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
  • Territory and account leadership - Lead executive account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Adobe references.
  • Business planning - Will develop and deliver a comprehensive business plan to address customers' priorities and problem areas. Apply Strategic Value Assessments, benchmarking and return on investment data to support the customer's decision process.
  • Pipeline planning - Follow a strict approach to maintaining a rolling 4Q pipeline and keep the pipeline current. Develop and maintain strategic account plans to acquire new customers and grow existing customer revenue.
  • Solution Expertise - Be proficient in Adobe Workfront to drive sales pursuits. Understand the Work Management landscape, trends, partners, and competitors to help drive success.

What you need to succeed
  • 5+ years of successful sales leadership experience as measured by sales performance against goals, as well as proven ability to lead a sophisticated strategic enterprise sales cycle. 8+ years overall experience in enterprise level software selling required.
  • Consistent record of accomplishment driving deals through prospecting, discovery, solution proposal, and closing new business.
  • Excellent presentation, executive engagement, and negotiation skills, with best-in-class customer service approach.
  • Ability to work successfully in a team environment acting as the leader and liaison with all organizations within Adobe including Sales, Engineering, Product, Marketing, Ops, Finance, Legal and Partners.
  • 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.
  • Knowledge of large, complex sales models is a big plus as well as prior experience selling innovative technologies. Senior sales leadership experience at best of breed tech company a plus.
  • Ability to build, lead and develop a highly motivated sales team.
  • BA/BS degree required.
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