COMPLETE Enterprise Sales Account Manager - Commerce - Remote Virginia

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

Our Sales team thrives being on the front lines, selling a suite of eCommerce services, closing deals and making money! We are looking for a high energy individual with an entrepreneurial spirit and consistent track record of success selling in the eCommerce or tech solutions space to join this elite team as a Commerce Product Specialist, Enterprise Sales Executive. We're seeking individuals who have enterprise level software solutions sales experience in the retail industry and will be responsible for selling eCommerce solutions to large enterprises. The Commerce Product Specialist, Enterprise Sales Executive leads sales through forecasting, account resource allocation, account strategy, and planning and emphasis on cross-selling/upselling Adobe’s Digital Experience portfolio. These individuals also participate in finding leads, in the development of presentations and sales propositions, negotiates pricing and contractual agreement to close the sale.

What You'll Do

• Run an enterprise sales territory focusing on net new commerce business

• Develop target named account strategies and tactical penetration plans

• Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts

• Develop compelling value propositions based on return on investment cost/benefit analysis

• Execute against the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business

• Sell against annual revenue targets for software licenses and services

• Coordinate with pre-sales and professional services teams

• Contribute creative ideas and participate in marketing events

• Provide accurate and timely sales forecasts

• Develop, maintain and strengthen third party relationships

 

What you will need

• Demonstrated sales track record  (5+ years’ experience)

• Understanding of the commerce landscape

• Understanding of broad competitor solution footprints for the information systems marketplace

• Experience with insight selling methodology

• Be able to work with prospects to understand their business requirements and value models

• Ability to rapidly assimilate and then clearly articulate value propositions

• Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process

• Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)

• Excellent new business development skills and sales quota attainment track record

• Mentality of a creative self-starter; shows initiative and resourcefulness to find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified

• Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail

• Proficient networker. Ability to develop and utilize relationships with senior industry leaders and key influencers

• High comfort level and presence with senior Retail executives

• An accomplished history of selling multi-level to business, technical, IT people, and C-level executives

• Bachelor’s degree or related area

• Regional travel for this role is approximately 50% by land and/or air

• Experience working for companies such as:  Salesforce, Oracle, SAP/Hybris, IBM/Sterling, HCL, Shopify, Big Commerce, Commercetools, or other similar commerce solution providers.

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 $231,700 -- $344,900 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.

Adobe is proud to be an Equal Employment Opportunity and 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.
 

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.