The Challenge or Opportunity
At Adobe, our Integrated Customer Experience (ICX) team combines the strengths of 2000+ Sales and Customer Support agents to deliver intelligent, personalized, and seamless experiences. Our focus is on using data and advanced technology to anticipate customer needs, reduce friction, and create long-term value for our customers, employees, and business.
The Product Sales Specialist – Growth & Collaboration Products is the primary resource for the sales teams for Growth products and will work in conjunction with the sales team as the key advisor. Product Sales Specialist will help sales teams build, maintain and advance sales stages/pipeline and meeting the required opportunity closure ratio. The specialist articulates return on investment, solution positioning and associated value proposition to customers by establishing and maintaining positive relationships with customers and team members during all sales stages. You will also provide training, leadership, and support to the team members.
Key Responsibilities:
Close Sales Deals: Assist ICX Sales Reps in closing Document Cloud and Creative Cloud deals for target accounts within your assigned region and leads generated from the SMB team.
Achieve Quarterly Quotas: Own and overachieve assigned product quotas in line with Adobe’s linearity targets.
Driving growth through upselling or introducing new solutions by completing outbound campaigns and calls, while providing guidance and support to the aligned sales teams.
Demonstrate Product Expertise: Maintain a deep understanding of Adobe’s solutions and how they fit into various business scenarios, establishing yourself as a trusted advisor.
Consultative Engagement: Build strong relationships at multiple levels within customer organizations to recommend the right document workflow solutions.
Articulate Value Propositions: Communicate Adobe’s value proposition and competitive positioning effectively during customer conversations.
Handle Objections: Navigate customer objections smoothly, providing clear and concise responses that highlight platform benefits.
Competitor Knowledge: Stay updated on market trends and competitor offerings to better position Adobe solutions.
Pipeline Management & Forecasting:
- Keep CRM updated with daily/weekly pipeline activities.
- Provide accurate forecasts on an ongoing basis.
- Participate in forecast review meetings to track revenue and growth progress.
- Sales Enablement: Support and enable Front line sales reps by enhancing their product knowledge and selling skills to improve performance.
What You’ll Need to Succeed:
Exceptional Interpersonal Skills: Strong verbal, written, and presentation abilities to effectively communicate product value.
Passion for Sales/Presales: Enthusiasm for inside sales and guiding sellers in customer interactions.
Customer Focus: Ability to engage customers in meaningful conversations about products and solutions, while handling objections and challenges.
Proven Sales Experience:
- proven experience in sales, presales, solution selling, account management, or business development.
- Expertise in delivering product demos, showcasing features, and tailoring solutions to customer needs.
- A track record of identifying revenue opportunities through consultative selling and solution-building.
Sales Enablement Experience: Experience in product sales or sales enablement, with the ability to coach sales teams on product positioning and demo strategies.
Objection Handling: Extensive experience addressing customer concerns and turning challenges into opportunities to drive product adoption.
Solution Selling Expertise: Ability to develop customized solutions based on customer needs, using Adobe's products to build impactful workflows.
Sales Cycle Expertise: Strong understanding of the sales cycle with a focus on consultative selling and driving revenue growth.
Problem Solver: Strong listening skills to mentor sellers in resolving customer challenges effectively.
Positive Attitude: A can-do approach, with a passion for empowering sales teams and enabling successful customer engagements.
Highly Organized: Ability to thrive in a fast-paced environment, providing structured guidance and ensuring the sales team stays focused on meeting goals.
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
** Let’s Adobe together**
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
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