2023 Graduate - Inside Sales Representative, Anz

2 weeks ago

Sydney, Australia Adobe Full time

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours

The challenge

The Inside Sales Representative (ISR) position is for a high-energy, sales-oriented individual to support our Account Executives build strong customer relationships while driving net-new deals and growth on mid-cycle and renewing contracts with Named Accounts in the Enterprise segment. The assigned solution sets are Adobe Document Cloud including Adobe Sign, Adobe Creative Cloud including Adobe Stock, and Adobe's Learning/Publishing solutions

What you'll do
- Support the AEs in constructing deals in line with Adobe's target business goals, including coordinating relevant demos, building impactful presentations, creating and following up contracts, negotiating legal terms, and obtaining required internal approvals
- Establish and gain buy in around pricing by presenting compelling value-based justification for proposals
- Conduct targeted outbound selling, articulating the Digital Media value proposition to mid-level and senior executives
- Qualify and follow up inbound leads and ad hoc requests from customers and prospects
- Work with channel partners and multiple internal stakeholders to support deal closure and customer satisfaction
- Reflect deal progress and risks through the ongoing opportunity forecasting process and suggest alternative approaches.

What you need to succeed
- Build and manage multiple relationships, customers, and many deals at a time, paying attention to detail and representing Adobe in a professional manner to the customer
- Work successfully with aligned Enterprise Field Account Executives and other members of the extended team including Sales Specialists, Solution Consultants, Customer Success Managers, Marketing, Sales Operations, Deal Desk and Adobe Channel Partners
- Conduct effective research in order to understand customer industries/priorities, and reflect that back in customised customer messaging
- Produce high quality written communications
- Articulate the value proposition and competitive positioning for all Digital Media solutions

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