Professional Services Account Executive

Yesterday

🇺🇸 United States – Remote

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

🌽 Illinois – Remote

Although this job is listed in Illinois, this company may be open to hiring remote in other states.

+1 more states

🏄 California – Remote 🌽 Illinois – Remote 🏖️ New Jersey – Remote

💵 $245.3k - $421.8k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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Adobe

WebsiteLinkedInAll Job Openings

Software • Creative Cloud • Digital Marketing • Web Experience Management • Digital Media

10,000+ employees

Founded 1982

🏢 Enterprise

☁️ SaaS

📱 Media

💰 Venture Round on 1984-09

Description

• Own the entire sales strategy and execution for key customers, including territory & account planning, pipeline & opportunity management, and forecasting. • Position Adobe Consulting as the leading digital marketing consultancy with end-to-end capabilities to deliver complex digital marketing use cases on Adobe technology. • With your customers, build a vision of their marketing business and our role to support it, and grow into the role of a trusted advisor. • Negotiate and contract consulting engagements with customers to implement Adobe solutions and ensure business value realization. • Work intensely with the field license sales and service delivery teams to ensure customer satisfaction through achievement of customer business goals, and turn each customer into a reference. • Drive net new specific services bookings in accounts by identifying and closing professional services and training engagements, both attached to License and in services only opportunities. • Develop and maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives. • Accountable for driving the negotiation, contracting, and approval processes. • Follow up on leads generated by marketing. • Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives. • Fulfill the role of trusted advisor through your ability to leverage the extended Adobe team to develop strategic opportunities with our Customers. • Work with customer to develop a mutual plan for how Adobe can help them transform their business. • Partners closely with Sales support (solution and business architects) to ensure strong & compelling customer proposals and recommendations for the customer. • Work closely with Solution Architects (SA’s) on all technical components of proposals to ensure successful customer outcomes are achieved. • Primary sales liaison within Adobe’s delivery team and owns the development and management of Customer relationships in the territory – all while working in tight coordination with License Field Sales teams. • Collaborates with software sales to build & execute complex account strategies. • Support Service delivery owner(s), as needed, in managing customer escalations & issue resolution. • Accountable for account planning & customer relationship management. • Maintains effective relationships with Operations personnel, Consulting and PMO leadership and personnel; and, align to company as well as the client’s practices and goals. • Manages RFP/RFI’s. • Use Sales tools, network & ecosystem to research company, industry and people to uncover business objectives and identify transformational opportunities. • Uses professional network to get access to the full buying committee and discover priorities. • Track, monitor and report performance for each opportunity accurately and efficiently. • Perform outbound contact to existing customers to help up/cross sell additional (software and) value based services. • Acquire and maintain a working knowledge of the complete capabilities of Adobe Experience Cloud Technology and associated services.

Requirements

• 5 – 7 years minimum prior experience in an enterprise level software consulting or services sales role; this includes proven track record for attaining and exceeding annual quota. • Knowledge of enterprise software development lifecycle, from a service’s selling standpoint, is essential. • Bachelor’s degree with a preferred MBA. • Digital Marketing industry experience is helpful, as is knowledge of SaaS and Cloud-based offerings. • Knowledge of large, global field organizations required. • Ability to rapidly assess customer environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth. • Ability to deliver Service Program content for preliminary customer alignment as well as present customer case studies. • Experience working within matrixed teams to identify, document and close consulting engagements that leverage an enterprise level SaaS offering. • Ability to collaborate and influence license opportunities to drive customer success through service. • Strong driver with effective planning and time management skills. • Ability to work independently as well as drive a cross-functional team towards key budget milestone. • Ability to anticipate problems and recommend innovative solutions; achieve customer satisfaction through the sale of sound consulting projects. • Excellent team building, verbal and written communication skills. • Strong executive presence and presentation expertise. • Expert networking skills to find key points of contact and gain insight to a company’s objectives.