Sr. Sales Manager, Business Professional Specialist
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Overview
Job Description
Our CompanyChanging 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!
Hiring Locations: U.S. Various
The Opportunity
There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient toaccomplishtheirobjectives. They see AI and conversational interfaces as a more productive way to accelerate creative storytelling and to quickly synthesize information across multiple documents. They are looking for quick and easy tools that are available on every computing surface and an easy onramp that allows them to trial products and subscribe based on the value derived. As the need for creative expressioncontinuestogrowexponentially,creativityandproductivityaremerging.AIcan make them more creative and productive in their business context.
The job of the BP&C sales team is to bring this guiding message to our enterprise customersandtoshowhowAdobecanprovidevalueandcompeteagainstanewhostof broad-based productivity products in the market.
Business Goals
The opportunity described above for Business Professionals and Consumers will be the driving force of the Business Professionals and Consumers sales (BP&C) team. That team willbe responsible forAdobe Acrobat and Adobe Express in the enterprise segment. Those products haveincreasinginterconnected enterprise workflows that allow business professionals to understandandsynthesizedocumentsandothercorporatematerialtoproducehighlydesigned and creative output via Express. This combination of insights and creativity lies at the center ofwhat arecustomers areseekingand what the BP&C sales team is chartered torepresent.
Team Traits
TheBP&Cteamneedstohavethefollowingtraits:
New Landscape & Knowledge– well-versed in a new landscape of productivity toolsthatarebeingpositionedacrosstheenterpriseandhowAdobe’sofferings stack up against a new competitive landscape
Demand-led Sales– the ability toidentifynet new use cases for business professionals,torunafullsalescyclesfromdeckanddemoto identificationofpain and metrics to POC to close as both out of cycle and part of a renewal
Pipeline Generation– personal responsibility over pipeline generation to new functionalbuyersofourbusinessprofessional offeringsbeyondthetraditional Acrobat user and into marketing, field sales, and knowledge workers
NewProducts&Demo–theabilitytopersonallysell,positionanddemoAcrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrationsfromAdobe.Membersofthisteamareproxiesforknowledgeworkers so therefore this team needs to show how companies canbenefitfrom our offerings personally.
Technical Knowledge, Curiosity & Understanding– the ability to do simple demonstrationofproductswithouttechnicalhelptodemonstratethevalueand ease of use of our products to the business professional.
ChangeAgility&GrowthMindset-ComfortoperatinginambiguityandevolvingGTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach
Cross-FunctionalInfluence&InternalNavigation-AbilitytoworkwithPMMonuse cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams withpersonafeedback.
Strong Operational & Pipeline Discipline- CRM excellence (Clari hygiene, usage tracking, qualification). Velocity pipeline motions (prioritization, expansion triggers). StrongcollaborationwithMarketing,BDR,Renewals,andProductforfeedbackloops.
ManagerRequirements
PipelineGeneration–demonstratedabilitytoexecuteoperationalrigoraround team produced pipeline generation including:
Weekly reviews of pipeline generationplansfrom specialists and assigned BDRs.Specialists are expected to do outbound pipeline generation with their BDRs to 5 companies with 5 contacts each on a weekly basis and run sequencesforatleast4weeks.Themanagermustensurethisispartofthe habit and execution of their team
Help in definition of use cases, personas/targetsand outbound messaging to lines of business from specialists and BDRs
Trackingofpipelinegenerationmetricsincluding
3newbusinessmeetings(representingnewlinesofbusiness/seats) per week per specialist
GrowthinpipelinegenerationforbothrenewalandOOC
Deal Progression & Identification of Pain–demonstratedability to lead a team throughanentiredealcyclefromdeck/demothroughusecasediscovery/metrics collection, POC and close including ability to make a work productivity business case for Adobe against incumbent or competitive solutions
Trackingofdealprogressionthroughrepmetricsof10-15customer meetings per week
Understanding ofall deal cycles in process including ability to articulate and understandthe3Whys:WhyBuyAnything?WhyBuyNow?WhyBuyAdobe?
Abilitytoteachtheteamandperformdiscoverytoidentifycustomerpain andurgency
AbilitytoteachtheteamtorundealcyclestoproveAdobe’ssolutionsand solve customer pain.
ActLikeaRep–theabilityunderstandthedetailsofdealsandprogressionandthe ability to course correct reps in real time since you are in deals, first meetings etc. along with the reps.
LOBPersonas–abilitytoreachoutto,messageandholdsalesconversationswithlineofbusinesspersonasincludingC-levelorC-level–1rolesinsales,marketing, IT, finance, HR, legal and more.
Ecosystem–demonstratedability to run a deal independently of the Adobe ecosystemANDtheabilitytoleverageBOTHDMeandDXrelationshipstomakea business case and run deal cycles. UnderstandingofDXmartechstack and ourBizProofferings integrate with that stack.
Renewal & OOC– a demonstrated ability to sell NET NEW seats plus ARPU lift in both renewal cycles and OOC
Acrobat, Express & Beyond– the ability to articulate the business case to an enterpriseofourcombinedproductsandthevaluethattheyprovideasopposedto anoffer.
Slack–extensivecommunicationsviaSlackforteam,product,marketingandperopportunitynotesandcommunications.
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.
State-Specific Notices:
California:
Fair Chance Ordinances
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
Colorado:
Application Window Notice
There is no deadline to apply to this job posting because Adobe accepts applications for this role on an ongoing basis. The posting will remain open based on hiring needs and position availability.
Massachusetts:
Massachusetts Legal Notice
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Adobe is proud to be anEqual Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law.Learn more.
Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, emailaccommodations@adobe.com or call (408) 536-3015.
Automate your job search with Sonara.
Submit 10x as many applications with less effort than one manual application.