Job details

Enterprise Sales Account Director, State and Local Government

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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 Opportunity

Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management.

What You'll Do

Run an enterprise sales territory focusing on state & local government customers
Develop target named account strategies and tactical penetration plans
Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts
Develop compelling value propositions based on return on investment cost/benefit analysis
Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
Sell against annual revenue targets for software licenses and services
Coordinate with pre-sales and professional services teams
Supply creative ideas and participate in marketing events
Provide accurate and timely sales forecasts
Develop, maintain and strengthen third party relationships

What You Will Need

Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)
Understanding of public sector industry with an emphasis on digital experience for customers
Understanding of broad competitor solution footprints for the information systems marketplace
Be able to work with prospects to understand their business requirements and value models
Ability to quickly adapt and then clearly articulate value propositions
Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
Excellent new business development skills and sales quota attainment track record
Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
High comfort level and presence with senior government executives
An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
Bachelor’s degree or equivalent experience in a related area
Regional travel for this role is approximately 50% by land and/or air

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least 12:01 AM Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Our compensation reflects the cost of labor across several  U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $256,000 -- $422,600 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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 applicable characteristics protected by law. Learn more.

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, email accommodations@adobe.com or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.

Average salary estimate

$339300 / YEARLY (est.)

min

max

$256000K

$422600K

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What You Should Know About Enterprise Sales Account Director, State and Local Government, Adobe

Are you a dynamic sales professional with a passion for driving digital transformation in the public sector? Adobe is seeking an Enterprise Sales Account Director for State and Local Government to join our innovative team remotely from Texas. In this role, you'll be at the forefront of selling our cutting-edge digital experience solutions to essential state and local government agencies. Your mission will be to build robust relationships with C-level executives, identify opportunities within enterprise organizations, and develop strategic account plans that push the envelope. Imagine leveraging your 5-10 years of experience with Tier 1 and Tier 2 government customers to navigate the complexities of high-value, long-lead sales processes, all while earning competitive compensation between $256,000 and $422,600 annually. The ideal candidate will have a knack for crafting compelling value propositions and a proven track record of exceeding sales quotas. If you're ready to drive change and contribute to meaningful projects that impact the community, we’d love to hear from you. Join Adobe as we transform how organizations engage users across every screen, while supporting your success every step of the way.

Frequently Asked Questions (FAQs) for Enterprise Sales Account Director, State and Local Government Role at Adobe

What are the main responsibilities of the Enterprise Sales Account Director at Adobe?

The Enterprise Sales Account Director at Adobe is responsible for managing an enterprise sales territory focused on state and local government customers. This includes developing account strategies, maintaining relationships at the C and VP levels, and successfully navigating the sales process to close deals. The role also involves collaborating with cross-functional teams and participating in marketing events to create value for potential customers.