Director, Japan Enterprise Sales, Digital Media
Role overview
You will lead an enterprise sales organisation responsible for achieving individual sales targets through the sales of Adobe Digital Media products across Creative Cloud and Document Cloud to enterprise customers. Leading a sales team, you will work seamlessly in a matrixed environment to ensure alignment on overall go to market goals and objectives, from country to corporate level. As part of One Adobe, you will also be partnering with the Digital Experience sales leadership in driving strategic deals across the two product portfolios. You will have a consistent record of growing existing businesses and bring to bear key executive customer relationships to identify and unlock new market opportunities and in addition, have a strong, trusted network across Japan.
You will be critical leader on the Japan Enterprise sales leadership team and work closely with cross-functional leaders of Sales, Marketing, Pre-sales who are collectively responsible to drive growth in our Enterprise segment.
You will serve as the voice of customer and as liaison with relevant teams in region and globally to influence decisions that drive the success of your business.
What you'll do
• Develop and implement enterprise-level strategy to deliver sales plans to meet revenue targets
• Align with the executive leadership team, and key partners, to define differentiated offerings and go-to-market strategies
• Lead a balanced and predictable revenue strategy that consistently delivers on, or ahead of, plan
• Identify, grow and accelerate revenue opportunities within key accounts
• Optimise day-to-day sales activities and drive engagement and improve revenue conversion
• Question the status quo and drive operational excellence
• Provide input and develop global teams around regional input, customer sentiment, guidelines and methodology to compose strategy
• Develop strong cross-functional relationships at senior leadership levels to align business strategy with customer needs
• Bring togher cross functional teams to enhance commercial opportunities and identify areas of improvement
• Work in a matrix towards to drive shared goals that are in the best interest of customers and Adobe
Coach, mentor and develop a team of account executives to drive high performance
• Advocate for customer insights and feedback to influence product enhancements and marketing positioning
• Coordinate the full sales cycle and partner with Ops to drive business cadence that builds strong execution to deliver outcomes.
What you need to succeed
• A minimum of around 15 years of enterprise sales experience, including strong second line sales management experience.
• Outstanding influencing, negotiation and commercial skills and executive presence
• Validated big deal experience ($1mln +), and ideally complex CXO-level negotiations
• Excellent relationship with C-level executives in many of Japan’s largest companies, across multiple sectors.
• Consistent track record in leading through others within a matrixed organization.
• Exceptional sales instincts with the ability to tune a sales engine for predictability, linearity and high performance.
• Proven success in acquiring new business and ability to optimise and scale existing opportunities.
• Excellent people leadership skills; ability to influence and drive accountability and ownership at all levels
• Proficiency in using data to drive decision making and inspire change
• Dedication diversity, equity, and inclusion at the heart of all you decide, do, and personify. Shown experience in developing and leading a high-performing regional team with a proven history of engaging and growing talent to greater responsibility and success.
• Fluent in Japanese and proficient in verbal and written business-level English for professional purposes like reports, business reviews and negotiations, as well as at a level that allows for strong relationship-building with regional and global partners (internally and externally).
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
Let’s Adobe together
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
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