Enterprise Sales Account Manager - State & Local Government

The Opportunity Adobe aims to grow as a leading provider of enterprise software solutions. The Enterprise Sales Account Director will sell Adobe 's digital experience solutions to State/Local Government agencies. This role focuses on driving business in specific states and collaborating with the sales ecosystem to identify and close opportunities. Building strong relationships with C-level customers and creating account plans are key to success. This role involves virtual interactions with customers and internal sales personnel, navigating enterprise organizations to uncover cross-selling and upselling chances. Reporting to State & Local business management. What You'll Do Run an enterprise sales territory focusing on state & local government customers Develop target named account strategies and tactical penetration plans Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts Develop compelling value propositions based on return on investment cost/benefit analysis Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals. Sell against annual revenue targets for software licenses and services Coordinate with pre-sales and professional services teams Supply creative ideas and participate in marketing events Provide accurate and timely sales forecasts Develop, maintain and strengthen third party relationships What You Will Need Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience) Understanding of public sector industry with an emphasis on digital experience for customers Understanding of broad competitor solution footprints for the information systems marketplace Be able to work with prospects to understand their business requirements and value models Ability to quickly adapt and then clearly articulate value propositions Ability to work cross functionally and collaboratively to bring in the right r