C, Focus, Framework, Brand Management, Security.
The challenge The Account Manager for Enterprise Sales will work with other internal sales resources in the Adobe team so that revenue, customer and partner satisfaction are maximized.
These resources include Marketing, SEs, Consultants, Legal, Finance, Tax, Revenue Recognition, Sales Ops, Order Management, Compliance and others.
This position is responsible for developing an end to end Enterprise Accounts framework for a set of named accounts and building C Level relationships within them.
In addition and primarily, the individual will carry the Revenue numbers for his set of accounts.
The position will be based out of Bangalore.
What youll do The AM for Enterprise Sales will be responsible for selling Adobe solutions and services to lighthouse accounts across various industry segments in the Southern region.
As an Enterprise Account Manager, you will focus on critical, complex, strategically or tactically important deals with high visibility, and be responsible to sign the deals.
The role will essentially involve getting deeper penetration of Adobe desktop and enterprise solutions across large accounts, developing these accounts from scratch and making Adobe a strategic partner to these lighthouse customers It will involve building relationships with strategic C Level executives across the key accounts and selling the Adobe story to them.
The individual will be expected to be proficient in the use of an "Enterprise Selling Methodology" and "Large Deal Management Process" with Target account selling to map the accounts and get deeper penetration and recall for Adobe solutions.
The individual will be responsible for revenue generation and growth across the verticals specified above and will need to generate reference accounts for Adobe via large deals across each of the verticals.
Be a thought partner to the channels, SE and marketing teams to ensure that he / she can drive revenue and key engagements with large partners like SIs.
Design, develop and Implement an End to End Enterprise plan for his accounts and highlight key milestones in relation to the growth of our business in this market across the next 3 years.
Manage significant Adobes investment to drive business across his segment and be responsible for revenue, the executive customer relationships and support issues at these accounts Drive execution excellence in enterprise sales processes and operations.
Ensure proper Partner mix & classification to provide reach, revenue, relevance and reputation to Adobe business in India.
Manage Large Opportunities, Run Rate business and Competitive Sales situations at these accounts Develop the enterprise business proposition to gain a sustainable competitive advantage and greater share of wallet from his customers.
Lead, create, maintain and execute a Enterprise Sales business plan with goals and objectives, based on opportunity, customer needs, and Adobes strategic direction.
Define Enterprise Sales strategy to increase customer breadth in commercial and enterprise spaces across diverse verticals.
Possess competency in the enterprise selling methodology, TAS, Blue sheet assessments of the accounts and deep knowledge of Adobes technology and strategies.
Ability to build C Level relationships via value based selling involving ROI analysis and being able to build an abstraction between the technology itself and the core business benefits which are easily understandable by C Level executives at customers Conduct quarterly business reviews and planning sessions with Large Partners and internal teams Consistently reinforce the importance of Adobes Core Values.
Participate in regular pipeline forecasts and business health checks to senior sales management.
Regularly meet peers and virtual stakeholders to review the health of the business.
Work with Field Marketing, Brand Management and Brand Marketing to identify opportunities to penetrate deeper and engage with large customers and industry forums.
Work collaboratively with regional counterparts in Channels and Distribution to ensure partner satisfaction and near
*100% customer retention rates.
Work with Channel Partners to gather data operational and quality
Escalate to appropriate departments to ensure that appropriate remedial action is taken.
Ensure he understands and adheres to corporate policies and procedures at all times.
Development of long
*term customer relationships through the ability to identify and capitalize on opportunities that immediately satisfy customer needs.
Ensure a balance of the business between key product lines and key accounts so that we are growing the business across BUs.
Ensure that proper security & legal compliance measures are applied and followed at all times.
Manage the sales and marketing aspects of the enterprise sales in addition to driving the Adobe License revenue with large customers.