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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!
Job Description
Position: Territory Sales Manager, Digital Sales and Customer Success
Business Unit: ICX Sales
Location: Remote India
Adobe
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 appealing 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. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.
The Art of Sales is changing
The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.
In most companies, sales teams are somewhere on the journey below:
(1) Sale scratches out their own leads by prospecting their networks, sending one-off or batch emails.
(2) Marketing turns over long lists of leads, which are typically contacts in your target audience
(3) Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.
On the other hand, we at Adobe - ICX Sales are a Modern Sales Team of 400+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next ‘sales action’ that will lead to revenue conversions (Future state).
The Challenge:
We are looking for a Sales Manager and Leader who is leading sales for a team and enable the Digital Sales team to continue exceeding the defined sales goals and critical metrics across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.
An ideal candidate would be a leader with vision and a proven record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. The candidate must also be an encouraging leader capable of building, developing & encouraging a high-performing team.
What you will do:
As a Leader:
• Leading the team by coaching mentoring & motivating the team with a high level of EQ & becoming a trusted leader for the team.
• Should be a great teammate, as the Digital Sellers use other teams for their own success.
• Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team.
• Building knowledge of Adobe products and services – their features, benefits, prices, and additional services.
• Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns and marketing leads. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.
As Sales Professional:
• The Adobe TSM will lead a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers.
• Will own the “more connect per seller” and “more per connect” ICX philosophy.
• Will develop account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email)
• You will help consolidate feedback from team, to identify and gather customer journeys and present / implement proposals to nudge the stalled ones.
• Streamline sales processes, improve efficiency, and lead pipeline oversight, forecasting, and sales behaviors for achieving the future state.
• You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• You will accomplish ICX human resource objectives by recruiting, selecting, orienting, training, assigning, mentor, counselling, and improvement plans for employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
• You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions.
• Define and Achieve Weekly, Monthly & Quarterly targets both on the input & Output parameters.
What you need to succeed
• Demonstrated success in previous experiences with ability to define, refine and implement successful sales processes, procedures and policies that get results and the bottom line.
• Possess capabilities to successfully lead the team virtually, given that we are a remote sales team.
• Demonstrated ability to be a quick learner.
• Should know how to motivate and lead the team to build skills on new Adobe Solutions
• Ability to compile & analyze complex data, translate the results into actionable outcomes and present in digestible form to the entire organization.
• Willingness to work across shifts.
• Advanced knowledge of Sales Operations, Technology used in Digital sales.
• Thought leadership on Sales, Customer Success, and Subscription management.
• Postgraduate with demonstrated ability in Field Sales and/or Digital Sales
• Validated ability to inspire and motivate people, hire and train, coach new sales team members.
• Confirmed ability to communicate and present to management new insights, proposals and feedback to move the business forward.
Get to know the team
ICX Sales
ICX focuses on advancing innovative content and driving digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, handle and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.
Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets required create and handle content across desktop and mobile devices.
Adobe is proud to be an Equal 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, email [email protected] or call (408) 536-3015.
