**The Opportunity **
- This position is responsible for growing Adobe’s Customer Experience Orchestration Business (CXO) in the assigned vertical through the ability to identify and capitalize on opportunities that satisfy customer needs. It will involve building long-term C-Level customer relationships with CMOs, CIOs, and CEOs, and other partners, understanding the industry trends, and growing Adobe’s revenue in this segment. This is a people leader responsible for managing a team of seasoned Sales Account Managers.
**What you'll **do
Sales Strategy
- Drive strategic account planning & strategy to increase customer footprint for Adobe’s offerings in each of the product portfolios based on deep industry knowledge
- Drive strategic mapping & effective sales strategies to deliver compelling product demonstrations, use cases, and sales pitches
- Business Performance & customer success:
- Support & coach to achieve targets, and ensure adherence to the selling methodology. Influence selling to multiple levels of an organization as well as close six and seven-figure deals.
- Negotiation & deal closure; manage long, consultative sales process & high value client renewals to drive customer success
- Eye For Business & C Suite relationships:
- Ability to build C-Level relationships with CMOs, CIOs, and CEOs via value-based selling involving value analysis. Open doors enable/influence big deals.
- Ability to build an abstraction between the technology itself and the core business benefits, which are easily understandable by C-level executives at customers
Sales Excellence
- Drive data hygiene around sales Forecasting and Pipeline Management.
- Create, review, and implement a business plan for the assigned vertical with goals and objectives, based on opportunity, customer needs, in line with Adobe's vision
Manage the ecosystem and relationships
- Collaborate and leverage relationships with presales, consulting, and the partner management teams to develop and implement the India GTM strategy
- Work with Agency Partners to increase Adobe’s penetration in their accounts.
**Integrity & compliance: **
- Ensure that proper security & legal compliance measures are always applied and followed.
- Take ownership of every proposal generated by the Evaluation and Offering team and present to customers
Expectations from a leader:
Scale the Business (Be an Owner):
- Articulate business strategy and develop business processes, systems, and structures to make your team’s performance sustainable.
- Deliver exceptional business results & customer experience by promoting shared goals and driving accountability.
2) Lead & select successful Talent (Be a talent magnet):
- Retain & attract high-potential talent
- Adopt a rigorous approach to hiring superior talent and be intentionally inclusive to attract diversity of ideas and experiences.
3) Role Model Check-In (Be a Coach): Be an inspirational and effective coach.
- Discuss & set performance expectations, feedback, and development plans regularly with your direct reports.
- Address performance gaps early and effectively, and be open to seeking feedback from others to improve your performance and your team’s. Identify and develop sales enablement/training opportunities as needed
4) Lead Change (Be an Agent of Change):
- Proactively find opportunities by challenging the status quo and aligning team goals with organizational priorities.
- Build and create support for change and effective communication; help the team see both the rationale and mechanics for business goals/changes and how to adapt accordingly
5) Demonstrate Strong EQ (Be Aware):
- Demonstrate self-awareness & emotional maturity. Inspire teams to greatness with empathy. Stay attuned to emotional, situational, and cultural surroundings and adapt your approach accordingly.
- Role model Adobe Values & Capabilities: Consistently reinforce the importance of Adobe's Core Values & Capabilities
Additional Attributes
- Bachelor’s Degree with over 18 years of relevant experience
- Demonstrated experience in leading teams that sell Enterprise Applications / Digital Marketing solutions. Minimum 5 years of People Management experience.
- Experience collaborating with both internal team members and external customers as part of a solution-based sales process
- Demonstrated ability to energize, develop, and build rapport at all levels within an organization
- Strong communication skills to synthesize complex issues and communicate into simple messages
- Demonstrated ability to navigate in a matrixed organization
- Willingness and ability to travel within your specified geographic region
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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