Account Director – Strategic Accounts

📋 Description

• Create and execute well-defined, actionable account plans aimed at achieving revenue goals and fostering balanced growth.

• Cultivate robust relationships with current customers and drive strategic alignment throughout their organizations.

• Develop deep executive relationships based on a solid understanding of customer needs and a dedication to providing value through strategic advice, solution design, and implementation expertise.

• Maintain an in-depth understanding of each customer's technology landscape, growth strategies, and competitive environment.

• Keep track of public signals to anticipate trends that could influence customer priorities.

• Manage account relationships comprehensively, from prospect strategy and opportunity development to sales execution.

• Motivate customers to become lifelong advocates and references for Adobe.

• Craft and deliver detailed business plans that align with customer priorities.

• Utilize strategic value assessments, benchmarking, and ROI analysis to aid executive-level decision-making.

• Maintain a disciplined, rolling four-quarter pipeline that aligns with strategic account plans.

• Work closely with Marketing, Inside Sales, Partners, and Channel teams to generate, advance, and close pipeline opportunities within the assigned territory.

• Leverage the full range of Adobe solutions in sales pursuits, aligning portfolio capabilities with customer transformation objectives.

• Progress and finalize complex opportunities through effective implementation of account strategy and sales roadmaps.

⛳️ Requirements

• Over 10 years of experience in selling complex SaaS solutions.

• Proven track record of managing $8M+ USD annual quotas with large enterprise clients.

• Experience in selling to enterprise High Tech or Professional Services sectors.

• History of closing multi-year deals exceeding $25M.

• Demonstrated success in selling at the VP and C-suite levels.

• Proven capability to lead multi-stakeholder, multi-solution sales cycles.

• Strong technical proficiency and enterprise solution-selling skills.

• Exceptional skills in executive communication, negotiation, and influence.

• Experience in leading within highly matrixed, global organizations.

• Strategic mindset with the ability to translate vision into actionable plans.

• Willingness to travel approximately 60% of the time.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Flexible work hours

• Professional development opportunities