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Enterprise Sales Account Director, State and Local Government

Enterprise Sales Account Director, State and Local Government

AdobeMcallen, TX, US
3 days ago
Job type
  • Full-time
Job description

Enterprise Sales Account Director

Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe's digital experience solutions to State / Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.

Responsibilities include :

  • Running an enterprise sales territory focusing on state & local government customers
  • Developing target named account strategies and tactical penetration plans
  • Developing and maintaining relationships at the "C" and "VP" levels of the defined target named accounts
  • Developing compelling value propositions based on return on investment cost / benefit analysis
  • Successfully navigating the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals
  • Selling against annual revenue targets for software licenses and services
  • Coordinating with pre-sales and professional services teams
  • Supplying creative ideas and participating in marketing events
  • Providing accurate and timely sales forecasts
  • Developing, maintaining, and strengthening third party relationships

Requirements include :

  • Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years' experience)
  • Understanding of public sector industry with an emphasis on digital experience for customers
  • Understanding of broad competitor solution footprints for the information systems marketplace
  • Ability to work with prospects to understand their business requirements and value models
  • Ability to quickly adapt 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
  • Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve
  • Strong skills in the following : communication, presentation skills, negotiation, organizational and attention to detail
  • Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
  • High comfort level and presence with senior government executives
  • An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
  • Bachelor's degree or equivalent experience in a related area
  • Regional travel for this role is approximately 50% by land and / or air

    • The U.S. pay range for this position is $256,000 $422,600 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 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.

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