Adobe’s Print & Publishing business is scouting for seasoned sales, business development professionals for an Enterprise Sales Account Manager (ESAM) role The Enterprise Sales Account Manager (ESAM) will be responsible to generate quarterly bookings/revenue for Adobe’s Print & Publishing Business Unit (PPBU) This is an Inside sales role & the position will be based out of Adobe’s Noida offices The ESAM PPBU role at Adobe involves working directly with end customers on positioning Adobe’s ELearning & Technical communications solutions This is not an OVERLAY role & the individual has the ownership of closing business from start to end The Adobe ESAM will work independently to drive quaterly/annual bookings from a designated set of Enterprise Named Accounts (Existing & New) Individuals with a flair for working with large enterprise customers selling high breed software solutions are welcome to apply for this role
Our most successful sales executives take a consultative approach and are looked upon by our customers as trusted advisors This, combined with the support received from our Solutions consulting, Marketing, and Product team, make this an ideal opportunity for professionals in the Enterprise Sales community to build on their existing track record with an incredible success story
What You’ll Do
As an Adobe Account Manager (Enterprise Accounts) you will be responsible to drive new bookings/revenue within designated Enterprise accounts
Use a consultative sales approach to identify new opportunities within the existing customer base
The ESAM will work on achieving the quarterly/annual booking's quota for the designated set of accounts & must ensure that they consistently achieve/over achieve their 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 use 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 Enterprise 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 partners 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 7+ 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
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
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!
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 craft 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 building 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!