Enterprise Sales Account Manager (US Region)

• Adobe Digital Advertising, Learning & Publishing business (DALP) is currently seeking expert Enterprise Sales Account Manager to join our North America sales team
• Your main responsibility will be to drive quarterly and annual bookings for the Adobe Digital Learning Solutions
• Adobe Learning Manager is a top-of-the-line learning management solution (LMS) that assists organizations in managing their entire training and learning management requirements
• Our Enterprise sales roles involve directly engaging with potential customers and positioning one of our solutions stacks
• Our most successful sales executives take a consultative approach and establish themselves as trusted advisors for our potential clients
• The ideal candidate should have prior sales experience, excellent customer presentation skills, and negotiation skills
• You must also possess the confidence to discuss our solutions and technology with business users and IT professionals at all levels

What you'll Do,

• Find and close deals with new and existing leads and opportunities for the Adobe Learning Manager platform.
• Develop and implement account plans to generate sales leads and achieve revenue targets through new business acquisitions.
• Generate sales pipeline through outbound prospecting activities via telephone, video, and email
• Build relationships with mid-level and executive-level members of the Learning & Development, digital transformation, Marketing and IT teams, and schedule meetings with L& D and training and enablement teams.
• Collaborate with the Adobe DX field teams to promote ALM to both new and existing clients.
• Establish relationships with key customer stakeholders and build sales opportunities.
• Build convincing and professional sales presentations.
• Use data, site audits, case studies, and benchmark reports to guide and support customers in their decision-making process.
• Negotiate business terms with senior management, C-level executives, and business owners.
• Work closely with internal stakeholders across a matrixed organization (such as Solutions Consultants, Customer Success, Support, Partnerships, SIs, and Services).
• Provide and report pipeline, forecast, activities, customer needs, and other business opportunities.

• Proven success in selling complex enterprise solutions and maintaining strong business relationships.
• 10+ year of experience in selling SAAS or content management solutions to clients in North America.
• Skilled in using quantitative and qualitative analysis to evaluate customer relationships and make recommendations for each account.
• Previous experience in generating new leads through cold calling and networking.
• Strong phone skills, active listening, excellent communication and writing skills, and positive energy.
• Skilled in sales prospecting tactics and technologies.
• Proven track record to achieve sales targets of at least $1 million, and excellent organizational, presentation, and interpersonal skills.
• Experienced in building strong customer relationships in a constantly evolving environment, ability to quickly understand and clearly communicate value propositions, and collaboration with cross-functional teams to bring in the right resources at the right stage of the sales process.
• Proficient networker is able to establish and leverage relationships with senior industry leaders and key influencers.
• Strong interpersonal skills and the ability to persuade and influence people.
• Skilled in sales prospecting tactics and technologies.
• Motivated by both individual and team accomplishments.
• Highly organized with the ability to thrive in a fast-paced environment.