Manager Sales, Digital Learning - North America
Job Description
Our Company
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!
The challenge
Adobe's Print & Publishing Business (PPBU) is looking for a Sales Leader for managing its Enterprise sales motion for the Adobe Captivate Prime platform. This position will lead a team of Enterprise & Mid-Market sales professionals to win business with both existing/new customers in the US region primarily focusing on Adobe's Digital learning & Technical communication solutions. The incumbent will be responsible to hire, manage & build a high-performing sales team.
An ideal candidate should be passionate about Inside sales & well versed with the nuances of remote sales.. Additionally, this role would require working closely with the regional sales team & partners across the region.
What you'll do
People Excellence (Leads by Example)
You will be responsible to hire, coach, manage & build a team of high-performing sales professionals.
Coaching the team is a key aspect of this role. It's about empowering his/her team to get the job done & not to do all by themselves. Not try being the superman
Lead sellers to drive end-to-end business solutions that solve customer problems, deliver tangible value, increasing and average deal s YoY and customer and partner satisfaction
Should be a hands-on leader with respect to establishing a direct cadence with Executives within top 10% of the named target account list.
This is a technology sales role, so the candidate will need to be perpetual learner & also help his/her team to learn new tech.
Along with the sales team, a percentage of the annual target needs to be driven by him/her directly and will have an individual quota assigned as well.
Generates New Business
Drive & achieve an annual bookings target of approx. $5 Mil. - $10 Mil. (ACV) & above with his/her team.
Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration
You will be responsible to drive new business or grow existing account footprint within a set of targeted Named accounts (Enterprise accounts).
Lead a team of 6-8 Enterprise sellers
Keep abreast of competition, competitive issues and products while encouraging his/her team to do so as well.
Being a thought leader in his/her domain & industry where the solution best fits. Drive seminars, webinars, and different campaigns to drive Net New Business.
Operational Excellence.
Develop and manage 4X sales pipeline, prospect, and assess sales and move many transactions simultaneously through the sales pipeline stages.
Plan and direct sales staff activities and objectives to maximize sales volume as well as identify employee performance goals and measurements, partnering with them to obtain positive results
Ensures pipeline hygiene and discipline, delivers on forecast with high level of fidelity and accuracy
Achieve and maintain high levels of operational excellence. Ensure appropriate four-quarter qualified pipeline in place by workload/solution.
Collaboration
Will be responsible to ideate & execute various customer outreach campaigns alongwith his/her marketing counterparts.
Collaborate with folks in the ecosystem, for e.g. SDR, CSAM, Marketing, Product management, Engineering etc.
Work closely with the customer success organization and deployment team to ensure solid implementation
plans are in place aligning to the customer's business objectives resulting in the successful consumption of cloud services sold.
Consistently demonstrates leadership even while dealing with his/her ecosystem.
What you need to succeed
Enterprise Mindset - To drive enterprise business, one needs an entrepreneur's mind set
Coaching Mindset - A leader with an exceptional track record of grooming individuals.
Strategic Thinker - Someone who can think beyond the obvious & lead his/her team
Walks the talk - A leader who leads by example w.r.t managing relationship with strategic clients.
Consistency - Consistency in thoughts & action.
Builder - Has a builder mindset, rather than keeper.
Growth Mindset - Passionate about growing individuals within his/her team.
10-15 years relevant experience in Enterprise selling/Account based sales motion.
Prior experience of selling Enterprise software/platform
4-6 years of leading high performing teams.
Hands on w.r.t engaging with C Suite stakeholders within target accounts & managing relationships.
Superior knowledge of accessing and using the Internet, SFA tools, and MS Office tool(Excel & PPT)
Should have a successful track record of closing large enterprise deals virtually using phone & web meetings.
Strong customer-facing and presentation skills and executive-level communication and interpersonal skills.
Ability to identify key trends in winning employees and replicate success across the group, and use these learnings to hire for success
Ability to establish and cultivate strong partnerships with existing customers to grow existing revenue streams to meet or exceed objectives
Expertise and experience dealing with large, complicated accounts at the most senior IT and business levels
Willingness to travel as needed, approx. 10 - 20% as needed
Strong team orientation and ability to build cross-functional relationships.
Ability to innovate within a growing business.
Job Details
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About Adobe
At Adobe, you will be immersed in an exceptional work environment that is recognized around the world . You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you're looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer. There's more than meets the eye when it comes to Adobe. Take the quiz and see how well you know us! Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law. Adobe aims to make adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, please contact accomodations@adobe.com .
Job Source :
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