Enterprise Sales Account Manager

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 Opportunity

This strategic relationship based Senior Enterprise Education Account Executive develops new opportunities and partnerships to key education institutions. As the company’s largest vertical worldwide, education institutions are seeking deeper strategic alignment with Adobe. The focus is on on delivering enterprise value, partnering on pedagogical transformation and the enablement of critical digital literacy and creativity skills using the Adobe Creative Cloud platform and related products.

What you'll Do

This role owns defining and executing the sales strategy in an assigned number of enterprise education accounts, entrenching Adobe’s position by managing relationships and positioning solutions that will serve the needs of customers while meeting Adobe's objectives

Become an expert in the value proposition of Adobe’s Digital Media offerings (such as Creative Cloud, Document Cloud Adobe Sign and eLearning solutions Captivate Prime) and be able to confidently engage all levels and roles in the enterprise customers

Build effective account plans for each customer that drives new business revenue, regular account engagement and timely enterprise contract renewals growing the existing book of business.

Conduct planned outbound business development activities to managed accounts and targeted roles, building awareness and creating new pipeline across the named accounts.

Build/maintain cordial working relationships with clients to ensure that Adobe is considered a business partner and to identify business opportunities as they arise

Work closely with the Adobe Education eco system engaging with marketing, solution consulting, customer success managers and strategic development manager teams to maximize sales effectiveness.

Forecast potential sales with complete integrity and ensure that Adobe’s CRM is always accurate

Build customer specific proposals and negotiate contractual arrangements

Collaborate with education reseller/solution partners as an extended sales team to maximise effectiveness in named accounts

Represent Adobe at customer events and relevant trade shows

Meets or exceeds quarterly and annual revenue goals and be measured against a yearly revenue target (USD$) in line with quarterly linearity objectives.

What you need to succeed

10+ years enterprise in IT Sector sales with solid experience in the education vertical (and a network across the sector with various roles/personas) OR Currently working in Education as a BRM or similar role, and looking to move this experience to continue serving the sector

Melbourne location ideal, other locations could be considered

Ideal background has a blend of both education & enterprise customer experience

Experience in building and executing on business plans, or territory plans

A ‘high performance’ mentality, and consistency in over-achievement

Experience in influencing at the executive level and closing strategic business plans and/or large contracts

Fluency in driving value-based, customer centric conversations

Demonstrated ability to build narrative aligning to personas

Customer first focus

Ability to balance multiple tasks and handle competing priorities, prioritise workload

A network in Education which extends beyond procurement and ICT

Degree/Diploma/Masters in Sales/Marketing/Business/IT (desirable)