Commercial Sales en Adobe

Expira en 13 días


Milan
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!

WHO YOU ARE

Our Sales team thrives being on the front lines, generating leads and prospects, selling a suite of eCommerce services, closing deals and making money! We are looking for a high energy individual with an entrepreneurial spirit and proven track record of success selling in the eCommerce or tech solutions space to join this elite team as an Enterprise Sales Manager. The ideal candidate has enterprise level software solutions sales experience in the retail industry and will be responsible for selling eCommerce solutions to medium and large enterprises. The Enterprise Sales Manager manages sales through forecasting, account resource allocation, account strategy, and planning. The ESM also participates in finding leads, in the development of presentations and sales propositions, negotiates pricing, manages the full sales cycle via solution selling techniques. This is a perfect opportunity to make a jump to a rapidly growing tech company.

What You'll Do

  • Manage a named account sales territory or enterprise customer opportunities
  • Develop target named account strategies and tactical penetration plans
  • Develop GTM plans, working closely with Marketing to build pipeline for future opportunities
  • Opportunity qualification & prioritization
  • Develop and maintain relationships at the “C” and “VP” levels
  • Develop compelling value propositions based on ROI cost/benefit analysis & business understanding
  • Execute against the major steps of the sales process including finding new business opportunities, qualifying new opportunities, and closing new business
  • Sell against annual/quarterly revenue targets for software licenses and services
  • Coordinate with pre-sales and professional services teams
  • Input ideas and participates in marketing events
  • Provide accurate and timely sales forecasts
  • Maintain third party relationships

WHAT YOU WILL NEED

  • Demonstrated sales track record with Tier 1 and Tier 2 retailers (10 years’ plus experience is preferred)
  • Understanding of retail industry dynamics, Omnichannel retailing challenges, related cost drivers, and customer needs
  • Understanding of broad competitive solution footprints for the retail information systems marketplace is preferred
  • Experience with insight selling methodology
  • Be able to work with prospects to understand their business requirements and ROI models
  • Ability to rapidly assimilate and then clearly articulate value propositions
  • Ability to work cross functionally and collaboratively bringing in the right resources to bear at the right stage in the selling process
  • Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
  • Proven new business development skills and sales quota attainment track record
  • Mentality of a creative self-starter; ability to work independently and find a way into the prospect; in charge of his/her destiny with minimal support until the prospect is qualified
  • Must have strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
  • Proficient networker. Ability to develop and leverage relationships with senior industry leaders and key influencers
  • High comfort level and presence with senior Retail executives
  • An accomplished track record of selling multi-level to business, technical, IT people, and C-level executives
  • Bachelor’s degree or related area is required
  • Regional travel is required for this role (approximately 50%) by land and/or air
  • Successful candidates may have worked for companies such as: Oracle, SAP/Hybris, IBM/Sterling, Epicor, NetSuite/OrderMotion, Shopatron, DemandWare, or other eComm/Omnichannel solutions provider

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