Named Account Manager

Adobe; Dadri; On-site; INR 2,000,000 - 3,000,000; Full time

Job summary

Adobe India seeks an Account Manager to drive growth in Named Accounts for Digital Media. You will blend farming and hunting, identifying strategic opportunities and collaborating with CSM, Solution Consultants, and partners to hit revenue targets.

You will build executive relationships, develop business plans, and manage a rolling pipeline. Travel within the region is expected as part of enterprise sales leadership.

Qualifications

• Bachelor’s degree and MBA are preferred from recognized colleges in the country.
• 12 or 15 years of consultative sales experience including strategic selling and negotiation.
• Minimum 5 years’ experience selling software subscriptions to enterprise customers.
• Experience collaborating with internal teams and external customers in a solution-based process.
• Demonstrated ability to energize and build rapport across organizational levels.
• Strong communication skills to simplify complex ideas.
• Willingness and ability to travel within the geographic region.

Responsibilities

• Create, maintain and execute a business plan for assigned accounts with goals aligned to strategy.
• Meet or exceed quota targets and increase wallet share in the account.
• Develop effective and specific account plans.
• Build C-level relationships via value-based selling and ROI analysis.
• Serve as a trusted advisor and expand account relationships.
• Understand each customer’s priorities, growth plans and landscape.
• Maintain a rolling 2-quarter pipeline and progress current deals.
• Collaborate with Marketing, CSM, License Advisory, Inside Sales and Partners.
• Advance and close opportunities through the sales strategy.

Skills

Consultative sales

Enterprise software sales

C-level relationships

Negotiation

Travel willingness

Stakeholder management

Education

Bachelor’s degree / MBA preferred

Job description

Adobe India is on a breakout growth trajectory and is well positioned in the South Asia region to drive exponential business growth in the next few years.

As the Account Manager for Adobe Digital Media, you will be responsible for accelerating the growth in the assigned Named Accounts for Digital Media portfolio (Creative Cloud, Document Cloud, Adobe Sign etc.). This is very much a blend of "Farming" and “Hunting” role. You will be a seasoned sales professional who can identify strategic business opportunities in the assigned Named Accounts and work collaboratively with the ecosystem including CSM, Solution Consultants, Strategic Development Team, BDRs, ISRs, Channel partners etc. to achieve the revenue targets and growth in the accounts. This role is instrumental in contributing to a robust sales culture and requires an enterprise growth vision, confident and influential person who can develop strong business relationships across the board.

What you’ll do:

• Create, maintain and execute a business plan for the assigned accounts with goals and objectives, based on opportunity, customer needs, and Adobe's strategic direction.
• Meet or exceed quota targets and increase the wallet share in the assigned account.
• Develop effective and specific account plans.
• Ability to build C Level relationships with CxOs via value-based selling involving return on investment analysis.
• Become a trusted advisor to customers by establishing and augmenting account relationships.
• Develop customer perspective to understands each customer’s business priorities, strategic growth plans, technology strategy and the competitive landscape in the account.
• Follow a well-adapted approach to maintaining a rolling 2Q pipeline and maintain and progress current pipe.
• Use and collaborate with business functions including Marketing, CSM, License Advisory, Inside sales, Partners and channels etc. to funnel pipeline into the assigned territory and drive growth in the assigned accounts.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

What you need to succeed:

• Bachelor’s Degree and preferably an MBA from respected colleges in the country
• Minimum of 12/15 years of consultative sales experience including strategic selling, persuasion and negotiation
• Minimum of 5 years’ experience of selling software / could subscriptions to enterprise customers.
• Experience collaborating with both internal team members and external customers as a part of a solution-based sales process.
• Demonstrated ability to energize, develop, and build rapport at all levels within an organization.
• Strong communication skills to synthesize complex issues and communicate into simple messages
• Willingness and ability to travel within your specified geographic region

What leading at Adobe means?

At Adobe, we’re passionate about developing leaders at all levels of the organization from individual contributors to people managers. Anyone who’s considering a career with us should know that we evaluate leadership based on these five capabilities:

• Demonstrating Strong EQ (Be Aware) – Having a keen sense of self awareness is the foundation of leadership at Adobe. As a leader, we look to you to inspire teams to greatness with compassion and mindfulness of your impact on others from interns to the Board of Directors. And whether you’re in headquarters, New York, London, Tokyo or Bangalore, you’re attuned to emotional, situational and cultural surroundings and adapt your approach accordingly.
• Selecting Talent (Be a Recruiter) – You’re on top of current and future talent needs as the business evolves because one of your key goals is to build high performing teams. You do so by adopting a rigorous approach to hiring superior talent and are intentionally inclusive to attract diversity of ideas and experiences.
• Role Modeling Check-In (Be a Coach) – We don’t believe in annual reviews and rankings. That’s why, feedback flows continually at Adobe. You’re a motivational and effective coach; a leader who discusses expectations, feedback and development regularly with your direct reports. To succeed in this role, you’ll need to address performance gaps early and effectively, and be open to seeking feedback from others to improve your performance and your team’s.
• Leading Change (Be an Agent of Change) – Change leadership is what you do! You actively find opportunities to align team goals with organizational change. You’re phenomenal at building support for change because you communicate with conviction and you help those around you to see both the rational and mechanics for business changes and how to adapt accordingly.
• Scaling the Business (Be an Owner) – You’re someone who sees and understands the vision of the company. You’re able to articulate business strategy and develop business processes, systems and structures to make performance sustainable. Your mission is to deliver an exceptional customer experience by promoting shared goals and driving accountability.

More reasons why Adobe life is the good life

• Skip those awful “performance reviews.”
• Work in a place that cultivates great leaders throughout the organization. A place that understands that product innovation comes from people innovation.
• Feed your brain and grow your skills with our educational assistance program.
• Take off for a four-week sabbatical after five years of employment. (As in “don’t even check your email the whole time.”)
• Give to your favorite cause each year, and we’ll match your charitable donation
• Enjoy serious discounts on the Adobe software that will make friends jealous.
• Those “best places to work” lists love us (in multiple countries).
• Put your mind at ease with our health and welfare benefits, industry-competitive salary, and more.
• The work is awesome. The people are awesome. We think there’s no better place to make an impact.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000+ employees worldwide are creating the future and rising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 [e-mail].

AI Use Guidelines for Interviews:

Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process. At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.