Manager - SDR, North America

Manager - SDR, North America

Adobe
7-10 years
Not Specified

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 Digital Advertising Learning & Publishing (DALP) is currently looking for suitable candidates to lead our Global Sales Development team. The incumbent will lead a team of Sales Development executives to identify prospective clients for Adobe Digital learning solutions with primary focus around Adobe Captivate Prime. The incumbent will be responsible to hire, manage & build a high performing SDR Team.
An ideal candidate should be passionate about sales & should be adept w.r.t selling remotely/virtually. Additionally, this role would require working closely with 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 SDRs.

  • Coaching his/her teams will be a key aspect of this role. It's about empowering his/her team to get the job done & not to do all by themselves.

  • Should be a hands-on leader with respect to establishing a direct cadence with Executives within top 10% of the named target account list.

  • Ability to clearly communicate and demonstrate mastery of both Adobe's and competitor's product capabilities, limitations, and value propositions to SDRs.

Sales Excellence

  • Drive & achieve an annual pipeline target of approx. $15 Mil. - $30 Mil. (ACV) & above with his/her team.

  • Create and support execution of internal SDR outbound prospecting campaigns to drive Commercial pipeline and revenue goals.

  • 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 10+ Sales Development Representative (SDR)

  • Build and execute Outbound Sales Plays for your SDRs to run against specific account segments

  • Refine the sales pitch and process to achieve optimum results.

  • Manage activities/campaigns in enterprise accounts to generate meetings from right POCs.

Operational Excellence.

  • Develop and manage 4X sales pipeline.

  • Manage and provide goal performance reporting to leadership by team and individual

  • Understanding of the multiple sales channels, sales funnel, and related processes.

  • 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.

  • Should be able to lead a metrics driven organizations.

Interpersonal Skills

  • Should be exceptional in collaborating with various functional teams & get support around SDR activities.

  • Partners with Sales & Marketing closely to understand their business expectations

What you need to succeed

  • Adaptability - Thriving in a company environment of rapid change reacting to management initiatives taking the customer view adopting customer corporate perspective accepting change to business/personal situations.

  • First Impression - encounter with a peer, prospect, employee, or partner is uniformly positive and strong others remark that meeting as a uniquely memorable experience in a positive way

  • Evolutionary Pace - Pace at which the SDR acquires new skills and capabilities that can be driven into the SDR process proactively seeking out the best practices from outside the industry to push the pace at which the organization progresses

  • Ownership & Grit - exhibiting extreme ownership and grit in terms of managing your team and achieving expectations. No fear to roll-up sleeves and lead by example

.
Additional expectations from potential candidates.

  • 7-10 years relevant experience in Enterprise selling in an Account based sales motion.

  • Prior experience of leading either a Sales or business development in a metrics driven organization.

  • 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)

  • 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

  • Strong team orientation and ability to build cross-functional relationships.

  • Develop strong SDR talent for future Sales and Sales-related roles within Adobe

  • Ability to simplify communication of complex ideas and product offerings

  • Knowledge of complex business principles and needs

  • Exceptional writing, editing, and formatting skills with professional software

  • Exceptional CRM skills and hygiene (SFDC or Dynamics)

  • Experience with Sales Engagement Software (Outreach.io or other)

  • Excellent organizational skills

  • Excellent phone presence

  • High-level of energy and enthusiasm

Job Details

Employment Types:

Industry:

Function:

IT

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 .

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