Senior Director, Enterprise Sales - Product Specialists

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

Everyone has a story to tell, and we at Adobe help our customers do just that! Adobe's Digital Experience suite is one of Adobe's fastest-growing businesses and the Senior Sales Director will lead Adobe's Product Specialist sales and support key strategies for Adobe's DX business in the industry segment in the Americas. The industry segment includes many of Adobe's largest and most strategic customers! This leader is a mentor as well as a coach and is a true evangelist for the needs of the business.

What you'll do

Leadership:

• Drive the overall product specialist sales execution for Adobe's Digital Experience Cloud and Platform business across the Industries, PubSec, and Special Partnership Accounts (SPA) segments in the Americas, ensuring alignment with corporate objectives and market opportunities.
• Lead and develop a selling organization of 150+ employees responsible for product specific and sales play driven growth.
• Collaborate with the Product Marketing, Solutions Consulting, Engineering, and Marketing teams to develop and implement effective GTM strategies
• Serve as the voice of the field, providing critical sales leadership perspective on GTM effectiveness, product direction, customer readiness and identifying market gaps.
• Consistently deliver bookings performance against established goals for the business across individual product goals and Adobe market segments (Industries, Public Sector, Special Partnership Account (SPA)).

Customer Excellence:

• Provide a world-class experience for our customers and drive overall customer satisfaction and loyalty demonstrating the larger Adobe ecosystem.
• Build and nurture executive-level relationships throughout the customer's c-suite, particularly with CMOs, creative leaders, and CIOs/CTOs.
• Represent executive presence for Adobe's Experience Cloud and Platform solutions, including measurement, content, data, journey orchestration, commerce, and more.

Portfolio Expertise:

• Oversee specialized sales teams across the full Adobe Experience Cloud and Platform suite
  • Profile + Engagement specialists: RTCDP, AJO, AJOB2B, Target, Marketo Engage, Marketo Measure, Audience Manager, Data Distiller, Privacy Shield
  • Collaboration specialists: RTCDP Collaboration, Mix Modeler, CJA
  • Data + Insights specialists: Analytics, CJA, Product Analytics, Mix Modeler, Content Analytics, Data Distiller, Privacy Shield
  • Content Supply Chain specialists: Sites, Assets, Forms, Guides, ALM, Edge Delivery, Workfront, Workfront Planning, Fusion, Content Analytics, GenStudio PeM
  • Commerce: Commerce, Commerce Optimizer

Team Development with a focus on scale:

• Build high-performing sales teams with a focus on developing talent and creating career advancement opportunities
• Implement individualized development plans for team members to build capabilities ensuring successful careers at Adobe
• Lead cross-functional teams responsible for pipe gen, deal progression, and customer renewals

Ecosystem Collaboration:

• Work effectively within Adobe's matrixed organization to drive alignment across sales, product, engineering, customer success, and other functions
• Partner with Adobe's ecosystem teams and strategic partners to achieve both short and long-term organizational objectives

• Represent solutions across the Adobe Experience Cloud and Platform for customers and product teams including data, content, journeys, etc solutions
• Lead cross-functional teams responsible for pipeline generation, progression, and renewal specialists.
• Develop strategy and GTM for solution sales teams through deep collaboration with Product, Engineering, and Marketing organizations. Be the global voice of the field on the effectiveness of the overall GTM by giving a sales leadership lens on sales plays GTM effectiveness, product GTM and roadmap direction, gaps
• Drive bookings and renewals for the DX business in the "Industry" Public Sector, and Special Partnership Account (SPA) segments. Consistently deliver performance against goals.
• Manage with passion and accountability
• Build strong, lasting relationships with clients and partners
• Track, monitor, and accurately forecast business across the territory

What you'll need to succeed

• 7-10+ years managing high-performance teams in a larger enterprise organization
• A proven sales performance track record in solution-based SaaS offerings with consistent over-achievement of sales targets.
• Experience selling to the C-suite. A demonstrated ability to communicate effectively to individuals in these roles.
• Deep understanding of the digital experience / marketing technology solution selling space including data, content, journeys etc.
• Experience working within a matrixed organization including sales, product, customer success, etc. to drive success, strategy, and customer experience
• Must have a strong understanding and experience running both short-term and long-term, complex sales cycles across various verticals
• Dedication to personal responsibility and expectation of performance
• Strategic problem solver with the ability to develop and implement business strategies
• A proven plan for building and running successful sales teams
• High emotional intelligence and empathy with a commitment to integrity in all business dealings
• Proven ability to navigate complex organizational dynamics and build consensus
• Empathy and high EQ to do it the "right" way
• Superior customer-facing attributes both internally and externally
• Collaborative approach with a track record of success in matrixed organizational structures requiring strong interpersonal skills and ability to "win people over"
• Work successfully in a team environment, collaborating closely with all other organizations within Adobe including Sales, Engineering, Marketing, Support, etc.

Adobe's Worldwide Field Operations

Adobe's Worldwide Field Operations provides customers with the products, services, solutions, and support they need to make, lead, measure and/or monetize their digital assets. WWFO includes Worldwide Sales, Reseller Partnerships, Partner Sales, Adobe Global Services, Sales Operations and the Adobe Worldwide eCommerce organizations.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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.

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 accommodations@adobe.com or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other's employees.

Application Window Notice

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.

Adobe is proud to be anEqual Employment Opportunityand affirmative action 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.comor call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other's employees.