Enterprise Sales Substance 3D Product Specialist

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

The Product Specialist is a sales professional who has deep domain expertise on our product in addition to the customer problems we solve and the business value we deliver. This is a dynamic sales position involving a mix of direct sales as well as contributing to large transformational deals including other Adobe products and sellers.

The Product Specialist overlays the core Account Managers who sell all of Adobe’s Digital Media solutions to Adobe’s Enterprise customers. The primary goal is to attach and grow our product’s footprint in these large accounts.  To do so, the Product Specialist will need to collaborate with the Account Manager as well as an extended sales ecosystem including Customer Success, Renewals Specialists and Solution Consultants. The Product Specialist often benefits from pre-existing relationships where we can arrange a warm introduction in these large Adobe accounts. However, in the instances where the best contact for our product is not a current relationship the Product Specialist is expected to perform their own outreach to engage them and develop new relationships. The Product Specialist brings a unique product knowledge the core Account Manager doesn’t have, and we build the new revenue growth opportunities they need to expand our largest accounts.

In this position you will sell the Adobe Substance 3D solution to customers in several verticals, including entertainment (gaming and VFX), fashion and apparel, automotive, consumer packaged goods, agencies, and retail/e-commerce. Adobe Substance 3D is the market leading material and texturing software that enables creative professionals to model, texture, stage and publish 3D content. Using Substance 3D our customers save time and resources while increasing visual quality across both the product design process and marketing creative process. This results in products getting to market faster, reduced costs, increased customer satisfaction and increased revenues.

The Position is based in the USA and involves numerous business trips in North America for Adobe events and customer meetings.

What You'll Do

• Build new opportunities within Enterprise named accounts.
• Implementing comprehensive account sales strategies and account plans.
• Have an in-depth knowledge of our products and your accounts.
• Educate and influence the Adobe ecosystem to include your product in their sales motions
• Partner and drive the sales cycle from initial engagement to successful close.
• Be a subject matter expert and a trusted advisor on our solutions.
• Develop and maintain strong customer relationships on C-level and functional levels.
• Leverage internal resources and business/technical partners to develop solutions to customers’ challenges.
• Collaborate effectively with internal peers and partners to deliver joint value propositions for enterprise customers.
• Know your deals and accurately forecast your business.
• Build and present executive level business cases.
• Support driving attendance of key contacts in your accounts to relevant events and meetings
• Follow up on leads generated by marketing.
• Multi-thread in large accounts to understand needs of each stakeholder.

What You Need to Succeed

• Proven track record of exceeding quota in Enterprise level sales
• Experience with enterprise software solutions, SaaS, or other related technical sales workflows and pipelines.
• Highly skilled in business value/outcome discovery
• Results driven and hungry to perform.
• Can balance closing 5-figure deals in addition to closing 6 and 7-figure deals to reach target.
• Strategically prioritize accounts in their territory that have highest potential and willingness to invest.
• Adaptable and can handle change in a fast-moving tech company.
• Coachable and hungry to learn.
• Collaborative team player
• Can be assertive and persuasive to push for our product to be part of core selle