Professional Services Sales - Account Executive

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!

Professional Services Sales (PSS) Account Executive

The Opportunity:

The Adobe Professional Services Account Executive will help grow the Services business focused on Strategic accounts. The success of this quota-carrying Professional Services role will be determined by the Account Executive's ability to identify new business opportunities, to grow the business and to establish new strategic relationships in assigned accounts across the territory. This role will interact strategically with the Field Sales and Service Delivery teams to identify, cultivate, and close on new business.

What’s expected

• Own the entire sales strategy and execution for key customers, including territory & account planning, pipeline & opportunity management, and forecasting.
• Position Adobe Consulting as the leading digital marketing consultancy with end-to-end capabilities to deliver complex digital marketing use cases on Adobe technology
• With your customers, build a vision of their marketing business and our role to support it, and grow into the role of a trusted advisor
• Negotiate and contract consulting engagements with customers to implement Adobe solutions and ensure business value realization
• Work intensely with the field license sales and service delivery teams to ensure customer satisfaction through achievement of customer business goals, and turn each customer into a reference

Responsibilities: 

• Drive net new specific services bookings in accounts by identifying and closing professional services and training engagements, both attached to License and in services only opportunities.
• Develop and maintain an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.
• Accountable for driving the negotiation, contracting, and approval processes.
• Follow up on leads generated by marketing
• Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives. 
• Fulfill the role of trusted advisor through your ability to leverage the extended Adobe team to develop strategic opportunities with our Customers.
• Work with customer to develop a mutual plan for how Adobe can help them transform their business
• Partners closely with Sales support (solution and business architects) to ensure strong & compelling customer proposals and recommendations for the customer
• Work closely with Solution Architects (SA’s) on all technical components of proposals to ensure successful customer outcomes are achieved.
• Primary sales liaison within Adobe’s delivery team and owns the development and management of Customer relationships in the territory – all while working in tight coordination with License Field Sales teams.
• Collaborates with software sales to build & execute complex account strategies.
• Support Service delivery owner(s), as needed, in managing customer escalations & issue resolution
• Accountable for account planning & customer relationship management
• 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.
• Manages RFP/RFI’s
• Use Sales tools, network & ecosystem to research company, industry and people to uncover business objectives and identify transformational opportunities.
• Uses professional network to get access to the full buying committee and discover priorities
• Track, monitor and report performance for each opportunity accurately and efficiently
• Perform outbound contact to existing customers to help up/cross sell additional (software and) value based services
• Acquire and maintain a working knowledge of the complete capabilities of Adobe Experience Cloud Technology and associated services

What you need to succeed:

• 5 – 7