Sales Account Manager

Description:

Our sales team thrives being on the front lines of the public sector market by selling a suite of digital experience solutions, closing deals and making an impact on citizen lives. We are looking for a hard-working individual with a tenacious spirit and consistent track record of success selling to government. We're seeking individuals who have enterprise level software sales experience in the state & local market and who bring subject matter expertise when it comes to crafting multi-dimensional deals. The Account Executive leads sales team members through forecasting, account resource allocation, account strategy, and planning with emphasis on cross-selling/upselling Adobe’s Digital Experience portfolio. The Account Executive also participates in finding leads, in the development of presentations and negotiates pricing and contractual agreement to close the sale.
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
Complete the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business
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 (8-10 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
Mentality of a creative self-starter; shows initiative and resourcefulness to find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified, demonstrates grit & willingness to succeed