Account Manager - Enterprise Sales - Print & Publishing Business

Our company :

At Adobe, we're changing the world. How? We give people the tools to bring their ideas to life and create content that makes life more fun and work more meaningful. We give businesses and organizations the power to truly engage their customers. We're the ones behind the gorgeously designed content that streams across your laptop, TV, phone, and tablet every day- and we- re the ones who harness the massive power of big data to help companies move from data to insight and insight to action by delivering content that people crave most.

We're a company that understands that product innovation comes from people innovation, and that's why we invest in cultivating leaders throughout the organization. If you- re passionate about leading from where you sit, join us.

The challenge :

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 qtrly 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 qtrly/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 existing customer base.

- The ESAM 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 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 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 (5+) can also apply

- Insert leadership traits.

- A professional who is self-motivated to constantly interact with customers on the phone & address complex problems.

- A strategic thinker with exceptional communication, negotiation and interpersonal skills.

- The ability to gain in-depth understanding of assigned leads utilizing business acumen, market/product knowledge and effective sales questioning and listening techniques.

- Highly motivated and collaborative team player.

- Positive, can-do attitude with a passion for business development & Sales.

- Highly organized with ability to work in fast paced team environment.

What leading at Adobe means :

At Adobe, we're passionate about developing leaders at all levels of the organization from individual contributors to people managers. Anyone who's considering a career with us should know that we evaluate leadership based on these five capabilities : 

- Demonstrating Strong EQ (Be Aware) - Having a keen sense of self awareness is the foundation of leadership at Adobe. Whether you- re an individual contributor or a people manager, you- re someone who's empathetic and mindful of your impact on others.

- Selecting Talent(Be a Recruiter) - You- re a guardian and an ambassador for selecting talent at Adobe! You recommend and recruit only the best. You embrace diversity of ideas, experiences and working styles because you know that diverse teams drive better business results.

- Role Modeling Check-In (Be a Coach) - We don- t believe in annual reviews and rankings. That's why, feedback flows constantly at Adobe. To succeed, you- ll meet frequently with your manager to receive ongoing feedback, set challenging performance expectations, and pursue continuous development opportunities.

- Leading change (Be an Agent of Change) - You readily adapt to business changes. Ambiguity or uncertainty never seems to stop you from working productively. You- re maniacally focused on execution and you- re always looking at new approaches to resolving issues.

- Scaling the Business (Be an Owner) - You approach your role as if you own the business. The buck stops with you. Your goal is to always deliver an exceptional customer experience by listening to feedback and continuously looking to improve efficiencies.

Adobe's Print and Publishing Business Unit :

- Adobe's solutions meet the needs of a diverse customer base that spans from consumer to enterprise. Our Print and Publishing Business Unit contains products and services that address market opportunities ranging from the diverse publishing needs of technical and business publishers to our legacy type and OEM printing businesses.

- OEM products include Postscript and PDF Print Engine. Our Print and Publishing products include Authorware, Captivate, Contribute, Director, Font Folio OpenType Edition, FrameMaker, JRun, PageMaker, RoboHelp, Shockwave Player, Technical Communication Suite, Type Library,Type Classics for Learning, Type Manager, Type Sets and FreeHand MX.