New Logo - Professional Services Sales (PSS) Account Executive

Description

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!

“New Logo” Professional Services Sales (PSS) Account Executive

The Challenge:
The Adobe New Logo Professional Services Account Executive will help grow the Adobe Services business within a broad and defined territory focused on low-share or no-share Adobe Services accounts. The success of this high-energy, driven, and self-motivated quota-carrying Professional Services role will be determined by the Account Executive's ability to leverage the new logo programmatic go-to-market in order to create demand via outreach, position a targeted set of Adobe Services offerings, identify new business opportunities, and close them. This role will interact programmatically with the Adobe Services sales support teams and the broader Adobe ecosystem, inclusive of Adobe License sales and Adobe Customer Success.

Responsibilities:
Prospect, educate, qualify, and develop target New Logo accounts and inbound leads to generate sales-ready meetings and opportunities. This includes target market penetration via programmatic, calling on CXOs, senior-level executives, trade show attendance, following up on marketing generated leads, webinar and event follow-up, creative campaign and door opener outreach, and more.
Meet with prospects via telephone, video correspondence, and email
Leverage programmatic go-to-market to research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
Drive net new specific Adobe Services bookings in New Logo Adobe Services accounts by identifying and closing professional services engagements, both attached to License and services only deals.
Develop and maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.
End-to-end accountability for driving the negotiation, contracting, and approval processes.
Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives.
Partners closely with Adobe Services sales support (solution and business architects) to ensure strong/ compelling customer proposals and recommendations are prepared for the customer
Works closely with Adobe solution architects on all technical components of a statement of work to ensure comprehensive and will achieve successful customer outcomes.
Maintains effective relationships with Operations personnel, Consulting and PMO leadership and personnel; and align to company as well as the client’s practices and goals.
Track, monitor and report performance for each deal/partnership accurately and efficiently Perform outbound contact to existing customers to sell additional license software and services
Acquires and maintains a working knowledge of the complete capabilities of Adobe software and Services

What you need to succeed:
Minimum of 5 – 7 years prior experience in an enterprise level software consulting, business development or services sales role
Self-starter with a track record of successful lead follow-up and sales development at multiple executive levels within an organization
Pre-call planning, opportunity qualification and objection handling
Call structure and facilitation, time and territory management
Travel may be required, business conditions permitting but will never exceed 50%
Ability to handle ecosystem relationship management to achieve joint goals
Knowledge of enterprise software development lifecycle, from a service’s selling standpoint, is essential.
Bachelor’s degree with a preferred MBA
Digital Marketing industry experience is helpful, as is knowledge of SaaS and Cloud-based offerings.
Knowledge of large, global field organizations required.
Ability to land the Why ACS story with customers
Ability to deliver Service Program content for preliminary customer alignment as well as present customer case studies
Experience working within matrixed teams to identify, document and close consulting engagements that leverage an enterprise level SaaS offering.
Ability to collaborate and influence license opportunities to drive customer success through service
Strong driver with effective planning and time management skills.
Excellent team building, verbal, and written communication skills
Strong executive presence and presentation expertise.
Expert networking skills to find key points of contact and gain insight to a company’s objectives

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $161,700 -- $315,200 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

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.