Director of Enterprise Sales

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Position Summary:

As we continue to grow our Digital Learning business in the North American region, we seek a Director of Digital Learning and industry Sales, reporting to the Senior director of global sales. The role will be responsible for consistently growing revenue for the Adobe Learning Manager platform within large strategic customers across North America.

The individual willbuild and lead a sales organisationthat works seamlessly in a matrixed environment to ensure alignment on overall go-to-market goals and objectives. This leader should have a proven track record of leveraging key customer relationships to identify and unlock new market opportunities. In addition, the successful candidate should have a robust and trusted network of the biggest brands in NA and, ideally, within the Digital learning domain.

The Director’s responsibilities include:

What will you do?

• This position is responsible for growing Adobe’s Digital Learning business in the DX Industry segment through the ability to identify and capitalise on opportunities that satisfy customer needs.

• It will involve building long-term C-level customer relationships with CHROs, CLOs, CXOs, CDOs, and other stakeholders, understanding industry trends, and growing Adobe’s revenue in this segment.

• Demonstrate industry expertise, thought leadership, and grasp of the macro-economic environment and be a trusted advisor.

• Identify, unlock, grow, and accelerate new revenue opportunities within key accounts, including cross-pollinating additional digital learning solutions within targeted accounts.

• Proven success in bringing in new business and expanding footprint with existing clients.

• Sales strategy: Based on deep industry knowledge, drive strategic account planning to increase the customer footprint for Adobe’s offerings in each account. Drive strategic account mapping and effective sales strategies to deliver compelling product demonstrations, use cases, and sales pitches

• Partner with theexperienced North American Adobe Digital experience sales team to co-sell the Adobe Learning Manager platform to strategic Adobe Industry accounts.

• Demonstrate outstanding influencing, negotiation and commercial skills alongside considerable deal experience and sophisticated C Suite negotiation skills.

• Collaborate with cross-functional teams to optimize commercial opportunities and identify areas for improvement.

• Lead a sustainable revenue strategy that consistently meets or exceeds targets.

• Hire and train seasoned Enterprise sellers.

• Optimize day-to-day sales activities for maximum revenue conversion.

• Strong understanding of using data to make informed sales and business performance decisions.

What You Need to Succeed

• Excellent people leadership skills to influence and drive accountability

• 10+ years of consultative sales and sales management experience, preferably in the enterprise learning management space or in the SAAS space.

• Has proven track record managing business with large Enterprise Marquis accounts

• Prior experience selling into a variety of industries

• Consistently generate revenue and exceed quota by managing processes for identifying, qualifying, and closing new business as well as growing an existing install base

• Has led large Enterprise cross-functional teams to close deals

• Demonstrated ability to develop and maintain effective business, sales, and vertical market plans, as well as shown success in negotiating and closing complex deals

• Excellent reporting and forecasting skills. Attention to detail is critical

• Willingness and ability to travel to meet strategic clients.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

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