Enterprise Sales Account Manager - State & Local Government

Adobe is a leading provider of enterprise software solutions, seeking an Enterprise Sales Account Manager to sell digital experience solutions to State and Local Government agencies. The role focuses on driving business in specific states, building relationships with C-level customers, and collaborating with the sales ecosystem to identify and close opportunities.

Responsibilities:

• 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

Requirements:

• 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
• 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
• Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve
• Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
• Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
• High comfort level and presence with senior government executives
• An accomplished 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% by land and/or air