Mid Market Account Manager, North Americas

Job Description

Our CompanyChanging 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!What you ll do

• As an Adobe Account Manager you will be responsible to drive new bookings/revenue within designated accounts.
• Use a consultative sales approach to identify new opportunities within existing customer base.
• The MidMarket Account Manager will own the qtrly/annual bookings quota for the designated set of accounts & must ensure that he/she consistently achieves/over achieves their bookings quota.
• The primary charter of this role will be to manage relationship with existing large enterprise accounts & identify new business opportunities.
• Develop strong, strategic relationships with customers to identify and leverage on the customers business goals, growth strategies and profit drivers to deliver the appropriate Adobe PPBU value proposition/sales solution strategy.
• Articulate the value proposition and competitive positioning for all the products that one will be responsible to sell.
• Conduct planned outbound calls/campaigns to defined target accounts with a focus on positioning new Adobe solutions within the designated account base.
• Liaison with Channel and other Adobe Account Managers (field) by engaging in targeted call campaigns to enable deeper penetration into targeted accounts
• Anticipate and handle objections during the sales process articulating clear and concise responses that position the benefits of the platform
• Maintain up-to-date knowledge of the competitive positioning of assigned Adobe solutions in the marketplace
• Manage & maintain a minimum of 30-40 completed calls per day primarily targeting decision makers.
• Ensuring daily/week updates of pipeline & provide accurate forecast to the sales leadership team on an ongoing basis using Salesforce CRM
• Participate in weekly/bi-weekly forecast review meetings with all the stakeholders to review the progress towards revenue and growth goals.

What you need to succeed

• The candidates should have exceptional verbal, written & presentation skills.
• Must have at least 5 years of RELEVANT experience in Sales/Inside/Sales/Solution Selling/Account management/Business development in a closing/quota bearing role
• An ideal candidate should be PASSIONATE about inside sales as a profession & a believer in the ideology that inside sales is the present & future of sales.
• Should have a natural flair for conversations & enjoy talking to customers about Adobe solutions. Making outbound sales calls is an integral part of this role, so the person should love the idea of connecting with multiple customers/accounts in a day/week.
• Should have proven track record of successfully achieving & overachieving his/her quota during their prior stint.
• Should possess sound understanding of the sales cycle / Inside Sales model and consultative selling approach.
• Should be willing work in shift as the target markets could be NA, EMEA or ANZ.
• Capable of analyzing large amounts of internal and external data and to make decisions with speed and accuracy.
• MBA s preferred, however, graduates with relevant work experience (7) can also apply

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Keyskills :
inside salesemerging artistslarge enterprisenew businessconsultative sellingoutbound salesgrowth strategiessales processenterprise accountsconsultative sales