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Consulting Services Sales Account Manager

Adobe

Adobe is changing the world through digital experiences by helping customers create, deliver and optimize content.

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!

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!

What you’ll do

  • Help shape Adobe Consulting towards a digital marketing consultancy with end-to-end capabilities to deliver complex digital marketing use cases
  • Own the entire sales strategy and execution for your key customers, including territory & account planning, pipeline & opportunity management, and forecasting.
  • With your customers, build a vision of their Digital Transformation and our role to support it, and grow into the role of a trusted advisor
  • Negotiate and contract consulting engagements with customers to implement Adobe Digital Marketing solutions and maximize the business value from existing implementations, and drive the sales process until closure
  • Work intensely with the project delivery teams to ensure customer satisfaction through achievement of customer business goals, and turn each customer into a reference

What you need to succeed

  • Strong sales acumen with focus on the services business
  • Perform sales planning and pipeline management
  • Negotiate engagement pricing and contractual agreements.
  • Able to demonstrate a comprehensive understanding and experience of value based selling and contracting to large enterprises
  • Developing and maintaining strong relationships at both, C-level and functional levels
  • Highest work standards and structured methodologies
  • Ability to multi-task within tight timeframes, and rapidly amend plans and tactics in response to changes in priority or situation
  • Detailed planning and control skills
  • Leveraging internal resources and business partners to provide solutions to customers’ challenges

Additionally we would like to see

  • Deep understanding of Digital Marketing or a close relevant field (e.g. CRM, E-Commerce, etc.)
  • Extensive relevant experience (Engagement Management, Project Management, Consulting Management)
  • Primary degree, preferably in a business discipline or Computer Science
  • Pro-active individual with a ”can do” attitude who goes the extra mile

Sales Ownership:

  • Carries a bookings quota specific to the assigned account(s)
  • Generates new and innovative work streams
  • Accountable for Opportunity identification & builds sustainable pipeline
  • Drive expansion of Adobe’s services relationship with existing customers, grounded in deep understanding of the customer’s objectives and familiarity with the scope, activities, and resources needed to fulfill those objectives.
  • Partners with the Sales Support (Solution Architecture, Delivery) and Operations ecosystem to drive the end-to-end deal process including opportunity identification, proposal, contracting, negotiation and closing

Criteria:

  • Preferred Bachelor’s degree and/or MBA
  • Extensive and relevant experience of working in a consulting environment, , preferably in a business consulting firm
  • Relevant prior experience in services sales, including a proven track record for attaining and exceeding annual quota
  • Proven experience in account growth
  • Strong negotiation skills
  • Strong organizational and leadership capabilities. Ability to lead and motivate high-caliber technical teams
  • Experience collaborating in a matrix-organization with a focus on team building and leadership
  • Strong executive presence with the ability to influence without authority
  • Excels in communication skills: verbal, written and presentation
  • Business acumen: ability to speak to value drivers via story telling
  • Deep Digital Marketing experience is preferred
  • Exceptional analytical and quantitative problem-solving abilities
  • Demonstrated leadership in a teaming environment
  • Ability to effectively navigate complex client situations
  • Ability to gather and analyze client situations in order generate hypotheses to be a change agent for our clients
  • Understanding of business case design and value-based outcome engagements
  • Experience in selling strategy, implementation and full-services engagements

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Consulting Services Sales Account Manager

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Adobe

Adobe is changing the world through digital experiences by helping customers create, deliver and optimize content.

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