Product Sales Specialist

The Challenge or Opportunity

At Adobe, ourIntegrated Customer Experience (ICX)team combines the strengths of 2000+ Sales and Customer Support agents to deliver intelligent, personalized, and seamless experiences. Our focus is on using data and advanced technology to anticipate customer needs, reduce friction, and create long-term value for our customers, employees, and business.

TheProduct Sales Specialist - Growth & Collaboration Productsis the primary resource for the sales teams for Growth products and will work in conjunction with the sales team as the key advisor. Product Sales Specialist will help sales teams build, maintain and advance sales stages/pipeline and meeting the required opportunity closure ratio. The specialist articulates return on investment, solution positioning and associated value proposition to customers by establishing and maintaining positive relationships with customers and team members during all sales stages. You will also provide training, leadership, and support to the team members.

Key Responsibilities:

Close Sales Deals:Assist ICX Sales Reps in closingDocument CloudandCreative Clouddeals for target accounts within your assigned region and leads generated from theSMB team.

Achieve Quarterly Quotas:Own and overachieve assigned product quotas in line withAdobe's linearity targets.

Driving growth through upselling or introducing new solutions by completing outbound campaigns and calls, while providing guidance and support to the aligned sales teams.

Demonstrate Product Expertise:Maintain adeep understanding of Adobe's solutionsand how they fit into various business scenarios, establishing yourself as atrusted advisor.

Consultative Engagement:Build strong relationships at multiple levels within customer organizations to recommend the rightdocument workflow solutions.

Articulate Value Propositions:Communicate Adobe's value proposition andcompetitive positioningeffectively during customer conversations.

Handle Objections:Navigate customer objections smoothly, providingclear and concise responsesthat highlight platform benefits.

Competitor Knowledge:Stay updated onmarket trendsand competitor offerings to better position Adobe solutions.

Pipeline Management & Forecasting:

• Keep CRM updated with daily/weekly pipeline activities.
• Provideaccurate forecastson an ongoing basis.
• Participate inforecast review meetingsto track revenue and growth progress.
• Sales Enablement:Support andenable Front line sales repsby enhancing their product knowledge and selling skills to improve performance.
  

What You'll Need to Succeed:

Exceptional Interpersonal Skills:Strong verbal, written, and presentation abilities to effectively communicate product value.

Passion for Sales/Presales:Enthusiasm for inside sales and guiding sellers in customer interactions.

Customer Focus:Ability to engage customers in meaningful conversations about products and solutions, while handling objections and challenges.

Proven Sales Experience:

• proven experience in sales, presales, solution selling, account management, or business development.
• Expertise in delivering product demos, showcasing features, and tailoring solutions to customer needs.
• A track record of identifying revenue opportunities through consultative selling and solution-building.

Sales Enablement Experience:Experience in product sales or sales enablement, with the ability to coach sales teams on product positioning and demo strategies.

Objection Handling:Extensive experience addressing customer concerns and turning challenges into opportunities to drive product adoption.

Solution Selling Expertise: Ability to develop customized solutions based on customer needs, using Adobe's products to build impactful workflows.

Sales Cycle Expertise:Strong understanding of the sales cycle with a focus on consultative selling and driving revenue growth.

Problem Solver: Strong listening skills to mentor sellers in resolving customer challenges effectively.

Positive Attitude: A can-do approach, with a passion for empowering sales teams and enabling successful customer engagements.

Highly Organized:Ability to thrive in a fast-paced environment, providing structured guidance and ensuring the sales team stays focused on meeting goals.