Adobe ICX are a Modern Sales Team of 600+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next ‘sales action’ that will lead to revenue conversions (future state).

The challenge:

We are looking for a Sales Leader who is responsible for leading and directing strategic initiatives that enable the Digital Sales team to continue exceeding the defined sales goals and KPIs across the North Americas territory. You would be responsible for the Creativity & Productivity (C&P) portfolio of Adobe.

An Ideal candidate would be a thought leader with a proven track record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. He/She must also be an inspiring leader able to build, develop & inspire a high performing team.

What you’ll do:

As a Leader:

• Leading team by coaching mentoring & motivating the team with a high level of EQ & becoming trusted leader for the team.
• Should possess strong collaboration skills as the Digital Sellers leverage other teams for their own success
• Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team
• Developing sales strategy and pilot different pitches to continue meeting sales goals, while reducing overall customer cancellations.
• Building knowledge on Adobe products and services – their features, benefits, prices, and additional services.
• Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns, marketing leads and execute. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.
• Responsible for feedback loop with the worldwide stakeholders on execution and on pilot/test campaigns to improve effectiveness of campaigns.
• Developing key performance metrics and dashboards that help the sales organization focus on performance drivers.

As A Sales Professional:

• Managing Sales pipeline and regular forecasting to meet assigned goals.
• Preparing ICX Sales performance reports by collecting, analyzing, and summarizing sales, data and trends.
• Developing and continuously improving lead qualification using established criteria and standards.
• Producing and implementing action-oriented plans when sales goals or SLAs do not meet expectations.
• Implementing and reviewing policies, business metrics, productivity and operating structure to consistently grow the sales results.
• Providing weekly reporting on leads, conversion to qualified prospects, sales opportunities and campaign effectiveness. In addition to revenue and pipeline measurement, each manager will track daily, weekly and monthly activity & productivity metrics on their teams to ensure the team is spending their time on the highest value add actions at all times.
• Turning data into insights capable of independently translating ambiguous business problems into specific analyses and capable of translating the resulting data back into a solution to meet the business need.

What you need to succeed

• 10–14+ years of experience in Inside Sales, Digital Sales, or Customer Success roles (experience level flexible for Manager vs. Senior Manager).

  Mandatory people management experience across NA markets, including leading managers and/or large frontline teams.

• Proven expertise across:
• Strong understanding of digital-first sales models, funnel management, and data-driven decision making.
• Demonstrated ability to define and execute regional strategies that balance scale, efficiency, and customer experience.
• Experience partnering with Marketing, Operations, Analytics, and Product teams.
• Excellent communication, stakeholder management, and executive presence

  o        Outbound Sales (Leads, RFIs, MQLs)

  o        Customer Success (Retention and Expansion of existing customers)

• Drive consistent performance management through goal setting, regular cadence reviews, and skill development aligned to regional needs.
• Working closely with the North American customer in their time zone (working hours would be EDT/EST for North America).
• Willingness to work across shifts.
• Ability to compile sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations that are digestible for the entire company.
• Advanced knowledge of Sales Operations, Technology used in Digital sales.
• Thought leadership on Sales, Customer Success and Subscription management.
• Proven ability to effectively manage people effectively, hire and train, coach new sales team members.
• Proven ability to develop a communicate and present to management on new ideas, proposals and feedback to move the business forward.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. 

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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