Job
Description
As an Enterprise Sales Specialist at Adobe Digital Advertising, Learning & Publishing business (DALP), your main responsibility will be to drive quarterly and annual bookings for the Adobe Experience Manager Guides platform. Adobe Experience Manager Guides is a top-of-the-line content management solution (CCMS) that assists organizations in managing their post-sales support content. In this role, you will directly engage with potential customers, positioning our solutions stacks by taking a consultative approach and establishing yourself as a trusted advisor for potential clients. **Key Responsibilities:** - Find and close deals with new and existing leads and opportunities for the Adobe Experience Manager guides platform. - Develop and implement account plans to generate sales leads and achieve revenue targets through new business acquisitions. - Generate sales pipeline through outbound prospecting activities via telephone, video, and email. - Build relationships with mid-level and executive-level members of the product documentation, digital transformation, and IT teams, and schedule meetings with content strategists and end-users. - Collaborate with the Adobe DX field teams to promote AEM guides to both new and existing clients. - Establish relationships with key customer stakeholders and create sales opportunities. - Create convincing and professional sales presentations. - Use data, site audits, case studies, and benchmark reports to guide and support customers in their decision-making process. - Negotiate business terms with senior management, C-level executives, and business owners. - Work closely with internal stakeholders across a matrixed organization (such as Solutions Consultants, Customer Success, Support, Partnerships, SIs, and Services). - Provide and report pipeline, forecast, activities, customer needs, and other business opportunities. **Qualifications Required:** - Demonstrated success in selling complex enterprise solutions and maintaining strong business relationships. - Over 7 years of experience in selling SAAS or content management solutions to clients in North America or EMEA. - Skilled in using quantitative and qualitative analysis to evaluate customer relationships and make recommendations for each account. - Previous experience in generating new leads through cold calling and networking. - Strong phone skills, active listening, excellent communication and writing skills, and positive energy. - Skilled in sales prospecting tactics and technologies. - Proven ability to achieve sales targets of at least $1 million, and excellent organizational, presentation, and communication skills. - Experienced in building strong customer relationships in a rapidly changing environment, ability to quickly understand and clearly communicate value propositions, and collaboration with cross-functional teams to bring in the right resources at the right stage of the sales process. - Proficient networker able to establish and leverage relationships with senior industry leaders and key influencers. - Strong interpersonal skills and the ability to persuade and influence people. - Motivated by both individual and team accomplishments. - Highly organized with the ability to thrive in a fast-paced environment. As an Enterprise Sales Specialist at Adobe Digital Advertising, Learning & Publishing business (DALP), your main responsibility will be to drive quarterly and annual bookings for the Adobe Experience Manager Guides platform. Adobe Experience Manager Guides is a top-of-the-line content management solution (CCMS) that assists organizations in managing their post-sales support content. In this role, you will directly engage with potential customers, positioning our solutions stacks by taking a consultative approach and establishing yourself as a trusted advisor for potential clients. **Key Responsibilities:** - Find and close deals with new and existing leads and opportunities for the Adobe Experience Manager guides platform. - Develop and implement account plans to generate sales leads and achieve revenue targets through new business acquisitions. - Generate sales pipeline through outbound prospecting activities via telephone, video, and email. - Build relationships with mid-level and executive-level members of the product documentation, digital transformation, and IT teams, and schedule meetings with content strategists and end-users. - Collaborate with the Adobe DX field teams to promote AEM guides to both new and existing clients. - Establish relationships with key customer stakeholders and create sales opportunities. - Create convincing and professional sales presentations. - Use data, site audits, case studies, and benchmark reports to guide and support customers in their decision-making process. - Negotiate business terms with senior management, C-level executives, and business owners. - Work closely with internal stakeholders across a matrixed organization (such as Solutions Consultants, Custo
