Enterprise Sales Account Director, State and Local Government

Adobe; Los Angeles (CA); On-site; USD 227,000 - 358,000; Full time

Job summary

An established industry player is seeking an Enterprise Sales Account Director to drive digital experience solutions for State and Local Government agencies. This role is pivotal in expanding Adobe's presence in the public sector, focusing on building strong relationships with C-level executives and developing strategic account plans. You will navigate complex sales processes, achieve revenue targets, and collaborate with various teams to deliver exceptional value. If you are passionate about innovation and eager to make a significant impact in digital transformation, this opportunity is perfect for you.

Qualifications

• 5-10 years of sales experience with Tier 1 and Tier 2 government clients.
• Ability to articulate value propositions and understand client requirements.

Responsibilities

• Manage an enterprise sales territory targeting state & local government clients.
• Build and maintain relationships with C-level executives in target accounts.

Skills

Sales Success with Government Clients

Understanding of Public Sector

Communication Skills

Negotiation Skills

Relationship Building

Education

Bachelor’s Degree or Equivalent Experience

Job description

Enterprise Sales Account Director, State and Local Government

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Overview

Changing the world through digital experiences is what Adobe is all about. We empower everyone—from emerging artists to global brands—to design and deliver exceptional digital experiences. We are committed to creating an inclusive environment where everyone is respected and has equal opportunity. We believe that innovation can come from anywhere, and your ideas could be the next big thing!

The Opportunity

Adobe aims to expand as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe's digital experience solutions to State/Local Government agencies, focusing on specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and developing account plans are essential. The role involves virtual interactions and navigating enterprise organizations to uncover cross-selling and upselling opportunities, reporting to State & Local business management.

Responsibilities

1. Manage an enterprise sales territory targeting state & local government clients.
2. Create target account strategies and penetration plans.
3. Build and maintain relationships with “C” and “VP” level executives in target accounts.
4. Develop compelling value propositions based on ROI and cost/benefit analysis.
5. Navigate the sales process, identify prospects, assess suitability, and close deals.
6. Achieve revenue targets for software licenses and services.
7. Coordinate with pre-sales and professional services teams.
8. Participate in marketing initiatives and provide sales forecasts.
9. Develop and strengthen third-party relationships.

Qualifications

• 5-10 years of demonstrated sales success with Tier 1 and Tier 2 government clients.
• Understanding of the public sector industry and digital customer experience.
• Knowledge of competitor solutions in the information systems marketplace.
• Ability to understand client business requirements and articulate value propositions.
• Experience selling high-value, long lead-time enterprise solutions ($500K+).
• Strong skills in communication, negotiation, organization, and relationship-building.
• Bachelor’s degree or equivalent experience.
• Willingness to travel approximately 50% regionally.

Additional Information

The U.S. pay range for this role is $227,500 to $357,800 annually, varying by location, experience, and skills. Adobe is an Equal Opportunity Employer and provides accommodations for applicants with disabilities. For more details, visit our website or contact [e-mail].