Enterprise Sales Account Director, State & Local Government

Job title: Enterprise Sales Account Director, State & Local Government

Adobe seeks an Enterprise Sales Account Director to 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
• Regional travel for this role is approximately 50% by land and/or air

What We're Looking For

• 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
• Ability to understand business requirements and value models with prospects
• Ability to quickly adapt and clearly articulate value propositions
• Ability to work cross-functionally and collaboratively to bring in the right resources at the right stage of the selling process
• Experience and success in selling high-value, long-lead-time enterprise software ($500K and above)
• Excellent new business development skills and sales quota attainment track record
• Resourceful and proactive; takes initiative to connect with prospects in creative ways; takes responsibility with minimal support until qualified; perseveres to achieve
• Strong communication, presentation, negotiation, organizational and attention to detail
• Proficient networker; ability to develop relationships with senior industry leaders and key influencers
• Comfort with senior government executives
• 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%

Compensation & Benefits

• Salary range: USD 229,000 – 369,600 annually