Enterprise Sales Account Manager - AEM Guides
- Adobe
- 5 - 11 years
- Noida, Gurugram
- 2 months ago
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Job Description
- Meet or exceed quota targets
- Develop effective and specific account plans to ensure revenue target delivery while developing relationships in new and existing accounts.
- Become a trusted advisor by establishing positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
- Develop customer acuity to understand each customers technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
- Lead account relationships, prospect profiling, and sales cycles while working with customers to become Adobe references
- Develop and deliver comprehensive business plan to address customers priorities and hurdles. Utilize Strategic Value Assessments, benchmarking, and Return on Investment data to support decision process
- Follow a well-adapted approach to maintaining a rolling 4Q pipeline and maintain pipeline current
- Use and collaborate with support organizations including Product Marketing, Partners, and channels to funnel pipeline into the assigned territory
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap
- Support all Adobe promotions and marketing/customer events in the vertical
Ideal candidate will have:
- Track record of demonstrating sales excellence
- Proven results selling value
- Maintain white space analysis and execution of initiatives (upsell and cross-sell) on customer base
- Orchestrate resources: deploy appropriate teams and resources to execute winning sales
- Utilize the Adobe sales model
- Understand Adobe s competition and effectively position solutions to differentiate Adobe and secure the business
- Maintain CRM system with accurate customer and pipeline information
Requirements:
- Minimum 5+ years with consistent track record selling enterprise software solutions to organizations
- Ability to work optimally in a team environment, acting as a liaison with all other organizations within Adobe including Sales, Engineering, Product Marketing
- Strong understanding of web technologies, CMS and SaaS
- Creative, problem-solving approach
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Direct Sales ExecutiveEmployement Type: Full timeContact Details:
Company: AdobeLocation(s): Noida, Gurugram+ View Contact
Keyskills: Content management Publishing Web technologies CMS Adobe Sales engineering Product marketing Enterprise sales CRM Customer interaction
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