Mgr, Specialist Sales

Integrated Customer Experience (ICX)

Product Sales Specialist Growth & Collaboration Products

Key Responsibilities:

• Sales Leadership & Execution:

• Lead and support the specialist sales team in closing Document Cloud and Creative Cloud deals for target accounts within the assigned region.
• Drive quarterly quota attainment by ensuring consistent execution of sales strategies and adherence to linearity targets.
• Collaborate with the SMB Sales teams to convert leads/CTA into pipeline opportunities and closed deals.

• Strategic Sales Planning:

• Develop and implement sales strategies and outbound campaigns to drive growth through upselling and cross-selling opportunities.
• Identify key customer difficulties and align Adobe's solutions to meet business needs, improving value delivery.

• Team Development & Enablement:

• Mentor and coach the specialist team on solution selling, demo delivery, and objection handling.
• Champion continuous learning by providing regular training sessions and enabling sellers with updated product knowledge and market insights.
• Monitor team performance, provide feedback, and identify areas for skill enhancement.

• Customer Engagement & Solution Consulting:

• Establish and nurture relationships with customer at multiple levels to promote Adobe's value proposition.
• Oversee high-impact demos and consultative engagements, ensuring tailored solutions are presented to meet customer needs.

• Pipeline Management & Forecasting:

• Ensure accurate pipeline tracking, forecasting, and reporting in the CRM system.
• Participate in regular forecast review meetings to track revenue and growth progress.
• Identify trends and provide insights to leadership for improved sales performance.

• Market Intelligence & Competitive Positioning:

• Stay updated on industry trends, competitor offerings, and market changes.
• Equip the team with insights to position Adobe solutions effectively and address competitive threats.

What You'll Need to Succeed:

• Leadership & Coaching Skills:

• Proven experience in managing and coaching sales teams, with a focus on driving performance and enabling growth.
• Ability to motivate and lead through demonstration, encouraging a collaborative culture.

• Sales Expertise:

• 7+ years of experience in sales, presales, solution selling, or business development, with at least 3 years in a leadership role.
• Strong track record of achieving and exceeding sales targets.

• Critical Thinking:

• Ability to develop and execute sales strategies aligned with business objectives.
• Skilled in identifying growth opportunities and driving expansion within accounts.

• Customer-Centric Approach:

• Excellent consultative selling skills with the ability to understand customer needs and position Adobe solutions effectively.

• Communication & Presentation Skills:

• Strong verbal and written communication skills to engage with customers and influence team members.
• Expertise in delivering impactful presentations and product demonstrations.

• Technical & Product Knowledge:

• Deep understanding ofSAAS solutions and their application in business scenarios.
• Ability to translate technical features into business value propositions.

• CRM & Reporting Proficiency:

• Hands-on experience with CRM systems for pipeline management and forecasting.
• Data-driven mindset with the ability to analyse sales metrics and drive improvements.