Director, Enterprise Platform Sales, Solutions Led and LATAM

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

 

The Opportunity

Everyone has a story to tell, and Adobe helps our customers do just that. Adobe’s Digital Experience suite is one of Adobe's fastest-growing businesses and the Director, Enterprise Platform Sales will ignite transformational sales and strategy for Adobe’s Digital Experience Solution Led & LATAM businesses in the Americas. This leader needs to be passionate about digital transformation and a true evangelist for the needs of our clients.

The successful candidate will be a subject matter expert with selling business-focused enterprise software applications and/or digital marketing solutions. This leadership role will report to the VP, Solution Led and Select Markets and will be responsible for leading a team of platform account executives to amplify, build and develop platform sales pipeline across the Solution Led Portfolio and LATAM sales teams who need to deliver on their respective sales goals.

Senior leaders have an incredible opportunity to be hands on, model the best in-class behavior, and take direct ownership for success of the team in all areas. We are searching for someone who can effectively sell to C-Suite executives, board members, and their teams, be an entrepreneur at heart, with ability to operate in an autonomous but highly collaborative fashion with a bias for action, instill a culture of excellence that exceeds goals and targets, and lead, mentor and continuously develop their team so that success is achieved.

What you’ll do

• Lead the Solution Led & LATAM Amplify team and paint a transformational vision for our clients on the power of Adobe’s digital experience solutions. Broadcast our transformational story –- and be a subject matter expert in Adobe’s experience cloud solutions.
• Articulate the Adobe story, outstanding value proposition and how Adobe’s solutions align with a customer’s digital vision and address customer’s business issue (e.g. return on investment of product) in early stages of the deal cycle.
• Demonstrate solution expertise, thought leadership, grasp of macro-economic environment and be a trusted advisor internally and externally.
• Mentor and coach your team of Enterprise Platform Account Executives, helping them to Identify the right deals, at the right time, with early client identification, engagement and orchestration.
• Drive big deal pipeline and revenue outcomes, collaborating and working across the Solution Led Portfolio and LATAM sales teams to influence and identify clients for the platform play early in deal cycles.
• Be a big deal hunter and quarterback, looking around every corner for big deal opportunities by analyzing propensity modeling, setting strategy with senior leaders and driving platform deals through creation, identification, orchestration through to execution.
• Handle expectations for leadership against pipeline with accuracy and dependability. Drive team to reach targets and KPIs.
• Single-threaded owner of orchestrating entire ecosystem team to drive consensus and action. Ability to influence and collaborate with the sales, pre-sales, SPP, DMe and DSG teams.
• Infuse Adobe's best interest, values, and process into all internal/external meetings. Knowledge of 360 relationships, sell through, sell to and sell with.
• Lead large, complex sales processes internally involving legal, deal desk, product marketing, deal structure etc.
• Innovative and resilient problem solver. Ability to critically think and take charge on solving complicated and sophisticated problems/ blockers that allow Adobe to better serve our customers and get deals done at scale.
• Ingrain an environment of operational excellence with view into data, weekly forecast, team compliance to keep big deal strategies on track and deals progressing with tenacity, accuracy and awareness of status.
• Drive account strategy, sales process, repeatability, deal hygiene, forecast accuracy, and close opportunities effectively.
• Willing and able to jump in when needed with focus on empowering reps to be successful and self-sufficient.

What you'll need to succeed

• 8-10+ years of successful sales leadership experience preferred, in business application software, as measured by sales performance against goals. 15+ years overall experience in enterprise level software selling required.
• Proven leadership in sophisticated transformational sales cycles resulting in 7 and 8 figure subscription commitments.
• Demonstrated ability to foster exec relationships with genuine curiosity about customers’ success. Owning “day to day” exec sponsor role is crucial.
• Highly collaborative with the ability to lead in matrixed environment. Ability to sell internally just as effectively as externally to help teams win.
• Ability to recruit, mentor, develop and retain top talent.
• Must be comfortable with extensive travel across the country.
• Growth mindset, eager to learn, with ego in check.
• BA/BS degree or equal experience required.

Our compensation reflects the cost of labor across several  U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $234,100 -- $389,000 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans.  Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.
 

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Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.