Own a named territory of State & Local Government accounts, driving both retention and expansion
Build and complete account plans that go beyond IT by aligning with business users
Create pipeline by uncovering "non-obvious" opportunities within an installed base, not relying on inbound demand
Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously
Position Adobe’s solutions as platform-level value, not point products
Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision
Drive deal progression with clear next steps, economic buyers, and close plans
Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals
Maintain rigorous forecast hygiene and pipeline management within the field
Represent Adobe in customer meetings, executive briefings, and industry events

5–10+ years of enterprise sales experience, with a strong preference for State & Local Government
Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities
Experience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)
Strong understanding of public sector procurement and budget dynamics
Ability to navigate ambiguity and create structure in loosely defined opportunities
Demonstrated success in cross-selling / platform expansion motions
High ownership approach: does not wait for direction or leads
Strong executive presence and ability to engage CIOs, CDOs, and agency leadership
Ability to work cross-functionally and pull the right resources at the right time
Excellent communication, deal strategy, and negotiation skills

Enterprise Sales Account Manager – State and Local Government

Key skills