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31

March

Enterprise Account Executive, Digital Media

Adobe - Melbourne, VIC

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

The Opportunity

The Enterprise Account Executive owns a subset of Adobe’s enterprise accounts and is responsible for:


  • Growing a customer’s investment, by introducing new Digital Media products or increasing the footprint of existing applications/services
  • Driving a strategy with various Adobe account teams to ensure that managed customers are highly engaged and receiving great return on their investment, thereby increasing customers satisfaction and reducing product attrition.


What you'll Do

This role owns defining and executing the sales strategy in an assigned number of enterprise customer accounts, entrenching Adobe’s position by managing relationships and positioning solutions that will serve the needs of customers while meeting Adobe's objectives.


  • Become an expert in the value proposition of Adobe’s Digital Media offerings (such as Document Cloud, Creative Cloud, Adobe Sign and Captivate Prime) and be able to confidently engage all roles in the enterprise (C suite, line of business managers and IT/Procurement)
  • Build effective account plans for each customer that drives new business revenue, regular account engagement and timely renewals of enterprise contracts, with growth
  • Conduct planned outbound business development activities to managed accounts and targeted roles, building awareness and opening up new pipeline
  • Build/maintain cordial working relationships with clients to ensure that Adobe is considered a business partner and to identify business opportunities as they arise
  • Qualify customers and key accounts accurately
  • Forecast potential sales with complete integrity and ensure that Adobe’s CRM is always accurate
  • Build customer specific proposals and negotiate contractual arrangements
  • Collaborate with reseller/solution partners as an extended sales team
  • Represent Adobe at 1:1 and 1:many customer events
  • Deliver against a yearly revenue target (USD$) in line with quarterly linearity objectives.


What you need to succeed


  • 6+ years enterprise sales experience in the IT sector
  • Experience in building and executing on enterprise territory plans, from prospecting through to closing deals
  • A ‘high performance’ mentality, and consistency in over-achievement
  • Experience in influencing at the executive level and closing substantial multi-year agreements in complex organisations
  • Ability to cost justify investment proposals
  • Fluency in driving value-based, customer centric conversations
  • Ability to balance multiple tasks and handle competing priorities
  • Degree/Diploma/Masters in Sales/Marketing/Business/IT preferred
  • Excellent verbal, presentation and written skills
  • Demonstrated experience driving account teams and working with geographically dispersed customers/internal colleagues.