Manager, Digital Sales

Changing the world through digital experiences is what Adobe's all about. We give everyonefrom emerging artists to global brandseverything 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. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.

The Art of Sales is changing

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

(1) Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails.

(2) Marketing turns over long lists of leads, which are typically contacts in your target audience

(3) Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.

On the other hand, we at Adobe - GBD are a Modern Sales Team of 250+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next sales action that will lead to revenue conversions (Future state).

The Challenge:

We are looking for a Sales Manager and Leader who is responsible for leading sales for a team and enable the Digital Sales team to continue exceeding the defined sales goals and KPIs across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.

An Ideal candidate would be a thought leader with a proven track record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. He/She must also be an inspiring leader able to build, develop & inspire a high performing team

What you will do:

As a Leader:

• Leading team by coaching mentoring & motivating the team with a high level of EQ & becoming trusted leader for the team.
• Should possess strong collaboration skills as the Digital Sellers leverage other teams for their own success.
• Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team
• Building knowledge on Adobe products and services their features, benefits, prices, and additional services.
• Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns, marketing leads and execute. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.

As Sales Professional:

• The Adobe TSM will manage a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers or/& Marketing qualified leads (MQLs)
• Will be responsible to lead the more connect per seller and more per connect GBD philosophy.
• Will be responsible to develop account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email)
• You will help consolidate feedback from team, to identify and capture customer journeys and present/implement proposal to nudge the stalled ones.
• You will drive sales management with a more rigorous, focused and metrics-driven approach to streamline sales processes, increase productivity, manage pipeline, forecast and drive desired sales behaviors to achieve the future state.
• You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• You will accomplish GBD human resource objectives by recruiting, selecting, orienting, training, assigning, coaching, counselling, and disciplining employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
• You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions.
• Define and Achieve Weekly, Monthly & Quarterly targets for the team both on the input & Output parameters.

What you need to succeed

• Demonstrated success in previous experiences with a proven ability to define, refine and implement successful sales processes, procedures and policies that drive results and the bottom line.
• Possess the art of successfully managing the team virtually, given that the pandemic has kept us to work from homes right now.
• Demonstrated ability to be a quick learner
• Should know how to motivate and lead the team to build skills on new Adobe Solutions
• Ability to compile sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations that are digestible for the entire company
• Willingness to work across shifts.
• Advanced knowledge of Sales Operations, Technology used in Digital sales
• Thought leadership on Sales, Customer Success and Subscription management
• Post Graduate with over 10 years of experience in Field Sales and/or Digital Sales
• Proven ability to effectively manage people effectively, hire and train, coach new sales team members
• Proven ability to develop a communicate and present to management on new ideas, proposals and feedback to move the business forward.