AEM Center of Excellence GM
Substance
San Jose
hace 6 días

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

This AEM Center of Excellence GM role will support and sell the Adobe Experience Manager Suite () across Corporate accounts.

The role will focus exclusively on the AEM solutions, acting a business partner assisting / supporting the Adobe National Account Managers (NAMs) sales efforts to attain quota achievement in their assignments.

Key responsibilities include development of relationships with the Adobe NAMS and their management structure to drive their AEM busines.

This role requires solution selling capabilities, value-prop selling methodologies, strong business and selling instincts, and direct, in-person consultation with customers and Adobe NAMs.

The AEM Center of Excellence GM role is responsible for guiding and navigating through an enterprise level software sales organization to leverage cross selling opportunities.

This role is to be based in the United States, ideally in the Western Region.

What you’ll do, working hand and hand with the NAMs

  • Drive and Mature pipeline- cultivate and secure new lines of business within the targeted verticals, focusing on AEM within the Adobe Experience Cloud.
  • Achieve yearly sales targets. This includes closing new business and expanding upon existing clientele. Collaborate across the business to develop the AEM GTM strategy, from the sale of software to services and delivery.
  • Sell into multiple levels of an organization as well as close six and seven-figure deals.
  • Manage a long, consultative sales process. Manage region’s high value client renewals and negotiations as well.
  • Develop effective sales strategies and deliver compelling product demonstrations, use cases and sales pitches. Identify and develop sales enablement opportunities as needed within the Federal field sales team.
  • Ensure that Sales department operations function smoothly, with the goal of facilitating executed sales and / or closings;
  • operational responsibilities include accurate pipeline reporting and quarterly sales forecasts.

  • Analyze and Report AEM business metrics that will be shared with NAM leadership, providing insights and suggested actions to drive their AEM business in their assignments.
  • What you need to succeed

  • Minimum 7+ years proven track record of enterprise level direct sales expertise within a more complex sales model is required.
  • 10+ years experience highly preferred. Prior success in carrying a $5M+ quota also preferred.

  • Strong working knowledge of web content management, digital asset management and cloud based digital marketing solutions, strongly preferred.
  • The ideal candidate has sold content management, digital asset management, mobile applications, and / or commerce applications.

  • Prior experience selling into the B2C / B2B market recommended.
  • Strong understanding of enterprise sales and process as well as the ability to forge and maintain good business relationships, both with customers and internal teams.
  • Demonstrated analytical and computer skills; attention to detail; business reporting and CRM tool accuracy critical to the success of this role.
  • Excellent communication and presentations skills with top-notch business partner approach.
  • Proven experience in using quantitative and qualitative analysis to assess partnership performance and make recommendations for each account.
  • Ability to work successfully in a highly matrixed team environment, partnering with all other organizations within Adobe including Sales, Engineering, Production & Marketing.
  • Ability to travel upwards of 50%.
  • Bachelor’s Degree or equivalent experience. MBA preferred.
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