Professional Services Account Executive-AMER
The Adobe Professional Services Sales rep will help grow the Services business within the assigned territory s focused set of accounts. The success of this quota-carrying Professional Services role will be determined by the candidate s ability to identify new business opportunities, to grow the business, and to establish new strategic relationships in assigned accounts across several verticals. This role will interact strategically with the License Field Sales team to identify, cultivate, and close on new business.
What you'll Do
Adobe PSS to fulfill the role of a trusted advisor in the Enterprise Customer Journey and develop a strategic partnership between Adobe and its Customers.
Account planning & customer relationship management
Drive net new specific services bookings by identifying and closing professional services engagements.
Develop and maintain an active pipeline of forecasted deals to meet monthly, quarterly, and annual quota objectives. Handle RFP/RFI s as and when vital.
Accountable for driving the negotiation, contracting, and owning approval processes.
Follow up on leads generated by marketing
Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives.
Work with customer to develop a mutual plan on how Adobe can help them transform their digital business
Partner closely with Sales support (solution and business architects) to ensure strong/ compelling customer proposals and recommendations
Collaborate closely with Adobe s delivery team and co-own the development and management of customer relationships within the accounts for successful project execution. Handle customer concerns and issue resolution.
What you need to succeed
3-10+ years prior experience in an enterprise-level software consulting or services sales role; this includes a consistent track record for attaining and exceeding annual quota. Knowledge of enterprise software development lifecycle, from a service selling standpoint, is essential. Digital Marketing has shown experience is helpful, as is knowledge of SaaS and Cloud-based offerings. Knowledge of large, global field organizations required.
Professional proficiency in Portuguese and/or Spanish (B2/C1 CEFR certification or equivalent academic qualification) is required. Prior relevant experience supporting customers in the LATAM market is preferred.
Ability to rapidly assess Customer environments from a business process, organizational and technological perspective, and optimal communication opportunities for growth.
Experience working within matrixed teams to identify, detail, and close consulting engagements that bring to bear an enterprise-level SaaS offering. Techno-sales background preferred.
Ability to collaborate with Adobe software sales to build and execute sophisticated account strategies and sales plays.
Nurture and develop positive relationships with existing Customers and extend reach within their organizations.
Ability to anticipate problems and recommend innovative solutions; achieve customer happiness through the sale of sound consulting projects.
Act as a point of escalation for Customers and License Sales on delivery issues and work with Consulting Leadership to find an appropriate resolution.
Maintains relationships with clients by providing support, information, and guidance researching and recommending new opportunities in sync with product improvements or by remaining current on industry trends, market activities. Be able to provide direct renewals.
Equipped with intelligence to provide high level pre-sales technical assistance that helps customer with an easier decision making.
Excellent team building, verbal, and written communication skills as well as reporting and presentation expertise.
bachelors degree with an MBA (preferred)
Willingness to work customer time zones in North and South America.
What you'll Do
Adobe PSS to fulfill the role of a trusted advisor in the Enterprise Customer Journey and develop a strategic partnership between Adobe and its Customers.
Account planning & customer relationship management
Drive net new specific services bookings by identifying and closing professional services engagements.
Develop and maintain an active pipeline of forecasted deals to meet monthly, quarterly, and annual quota objectives. Handle RFP/RFI s as and when vital.
Accountable for driving the negotiation, contracting, and owning approval processes.
Follow up on leads generated by marketing
Quickly develop strong, positive relationships with new customers by understanding their needs and business objectives.
Work with customer to develop a mutual plan on how Adobe can help them transform their digital business
Partner closely with Sales support (solution and business architects) to ensure strong/ compelling customer proposals and recommendations
Collaborate closely with Adobe s delivery team and co-own the development and management of customer relationships within the accounts for successful project execution. Handle customer concerns and issue resolution.
What you need to succeed
3-10+ years prior experience in an enterprise-level software consulting or services sales role; this includes a consistent track record for attaining and exceeding annual quota. Knowledge of enterprise software development lifecycle, from a service selling standpoint, is essential. Digital Marketing has shown experience is helpful, as is knowledge of SaaS and Cloud-based offerings. Knowledge of large, global field organizations required.
Professional proficiency in Portuguese and/or Spanish (B2/C1 CEFR certification or equivalent academic qualification) is required. Prior relevant experience supporting customers in the LATAM market is preferred.
Ability to rapidly assess Customer environments from a business process, organizational and technological perspective, and optimal communication opportunities for growth.
Experience working within matrixed teams to identify, detail, and close consulting engagements that bring to bear an enterprise-level SaaS offering. Techno-sales background preferred.
Ability to collaborate with Adobe software sales to build and execute sophisticated account strategies and sales plays.
Nurture and develop positive relationships with existing Customers and extend reach within their organizations.
Ability to anticipate problems and recommend innovative solutions; achieve customer happiness through the sale of sound consulting projects.
Act as a point of escalation for Customers and License Sales on delivery issues and work with Consulting Leadership to find an appropriate resolution.
Maintains relationships with clients by providing support, information, and guidance researching and recommending new opportunities in sync with product improvements or by remaining current on industry trends, market activities. Be able to provide direct renewals.
Equipped with intelligence to provide high level pre-sales technical assistance that helps customer with an easier decision making.
Excellent team building, verbal, and written communication skills as well as reporting and presentation expertise.
bachelors degree with an MBA (preferred)
Willingness to work customer time zones in North and South America.
