Territory Account Manager
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The role, as it was posted
The Opportunity
The Territory Account Manager is responsible for selling prospective customers on Adobe’s subscription offering, Adobe Creative Cloud and Document Cloud to customers in assigned Territory through the VIP teams and enterprise license programs. This will include lead generation, deal qualification, articulating value proposition to mid-level and top executives, establishing and gaining buy in around pricing, and closing the deal. Deal sizes are required to be >USD$11000. Create and maintain pipe coverage of 1.5x and steady pipe progression helping linearity through the quarter. This is a fast growing, dynamic market with outstanding sales potential and a massive total addressable market. The recent innovations in Gen AI for Adobe creative solutions and the massive AI push in our Document intelligence framework, Adobe is confidently marching ahead acquiring new logos and expanding footprint in existing key customers.
What the role consists of:
- Generate prospective customers through cold calling, partner collaboration and marketing events to qualify and follow up with sales leads.
- Requires application of in-depth knowledge of solutions and products in the portfolio.
- Articulating the Adobe value proposition to mid as well as C-level decision-makers.
- Upsell and cross sell higher version of solutions to existing customers.
- Retention of subscribers being key, growing deployment and ensuring active use of Adobe products is a critical sales motion.
- Accurately forecast and handle pipeline on a weekly, monthly and quarterly basis.
- Maintain top quality hygiene in the CRM system.
What is needed to succeed!
- Minimum of 5 years sales experience in a SAS based solution.
- Shown success in penetrating new markets and closing new business.
- Consistent over-achievement of quota.
- Technically adept, ambitious, and motivated by results.
- Ability to accurately forecast based upon realistic opportunity assessments.
- Ability to build and develop relationships with the partner ecosystem.
- Ensure 100% customer satisfaction with all respective customers. Maintain professional internal and external relationships that meet our core values and align with our culture.
- Strong written and verbal communication skills.
- Prior experience with MS Office Suite as well as CRM solutions such as Dynamics 365.