Enterprise Sales Account Manager – State and Local Government

This is a fully remote position, open to applicants in Colorado, +1 more state.

📋 Description

• Take ownership of a designated territory comprising State & Local Government accounts, focusing on both retention and growth.

• Develop and execute account plans that extend beyond IT by collaborating with business users.

• Generate a sales pipeline by identifying "non-obvious" opportunities within an established client base, rather than relying solely on inbound demand.

• Lead multi-threaded sales initiatives, engaging technical, business, and executive stakeholders simultaneously.

• Position Adobe’s solutions as an overarching platform value rather than just individual products.

• Navigate government procurement processes (RFPs, cooperative contracts, budget cycles) with accuracy.

• Propel deal advancement by outlining clear next steps, engaging economic buyers, and establishing closing plans.

• Collaborate with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate intricate deals.

• Maintain precise forecast management and pipeline oversight within the field.

• Represent Adobe in customer meetings, executive briefings, and industry events.

⛳️ Requirements

• 5–10+ years of enterprise sales experience, with a strong preference for State & Local Government sectors.

• Proven track record of generating pipeline within an existing client base, not just closing pre-qualified opportunities.

• Experience in selling complex, multi-stakeholder solutions (deals over $500K, with lengthy sales cycles).

• Strong comprehension of public sector procurement processes and budget dynamics.

• Ability to navigate uncertainty and structure loosely defined opportunities effectively.

• Demonstrated success in cross-selling and platform expansion initiatives.

• High level of ownership: proactive and self-directed without waiting for guidance.

• Strong executive presence with the ability to engage CIOs, CDOs, and agency leadership.

• Capability to collaborate cross-functionally and utilize the appropriate resources at the right moment.

• Exceptional communication, deal strategy, and negotiation skills.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development opportunities