Enterprise Sales Account Manager - Federal Civilian

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!

Our Public Sector Mission

Changing the world through digital experiences is what Adobe's all about. We're focused on scaling for tomorrow, inspiring others to achieve as leaders, and creating what's next. We seek to hire the very best colleagues for customer focused innovation, collaboration, and success. We 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!

We deliver digital government solutions that put people first. Our software is utilized by government customers for digital transformation in their public facing engagement to citizens and business, to other agencies across government, to their employee intranets, and to mission environments that support our country. Our enterprise software and cloud services make, manage, and measure digital content in electronic documents and digital media, using forms, workflow, content management, analytics, information assurance, and collaboration technologies. We maintain a strong emphasis on security, with 7 FedRAMP authorized government cloud solutions and the authority to operate in other government networks.

Job Description

To support our public sector customers, we seek strong candidates that have extensive government experience and appreciate the needs of the mission. Adobe Systems Federal is looking for some to:

• Develop and maintain a business plan for the assigned vertical, ensuring it aligns with customer needs and Adobe's strategic direction.
• Dedicated focus on driving new growth of the Adobe Acrobat DMe Solutions (Document and Creative Cloud solutions) into the Federal Government market.
• Define the sales strategy through a Strategic Account Plan to increase customer footprint for Adobe's DMe offerings in each account. Build a process of strategic account. mapping and SES Level relationships using the current account team, presales, consulting and the partner management teams.
• Ability to influence & direct multi-functional teams without formal authority. Inherently collaborative, while also demonstrating leadership to successful conduct strategic plan.
• Build SES Level relationships with Directors, CIO's, Mission and Critical Communication leaders via value-based selling involving return on investment analysis and being able to build an abstraction between the technology itself and the core business benefits which are easily understandable by public sector executives.
• Strong Business insight in Forecasting and Pipeline Management. Maintain regular pipeline forecasts and provide business health checks to senior sales management.
• Manage complex contract negotiations with ability to engage all necessary support (Contracts, Technical teams, Legal, Operations)
• Ensure that proper security & legal compliance measures are always applied and followed.

Required Qualifications:

• Bachelor's Degree and preferably an MBA from respected colleges
• Minimum 5 years enterprise software sales experience within federal government
• Competency in at least one sales methodology such as Value Selling, Challenger Selling, Spin Selling, etc..
• Experience with cloud technology with preference in SaaS
• Outstanding Communication Skills - Written and Oral

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.

Adobe is proud to be anEqual Employment Opportunityand affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law.Learn more.

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