Mgr, Inside Sales 2 Full Time NEW

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 appealing 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. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.

The Art of Sales is changing

The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernize too.

In most companies, sales teams are somewhere on the journey below:

• Sale scratches out their own leads by prospecting their networks, sending one-off or batch emails.
• Marketing turns over long lists of leads, which are typically contacts in your target audience
• Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.

On the other hand, we at Adobe – ICX Sales are a Modern Sales Team of 400+ 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 Manager and Leader who is leading sales for a team and enable the Digital Sales team to continue exceeding the defined sales goals and critical metrics across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.

An ideal candidate would be a leader with vision and a proven 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. The candidate must also be an encouraging leader capable of building, developing & encouraging a high-performing team.

What you will do:

As a Leader:

• Leading the team by coaching mentoring & motivating the team with a high level of EQ & becoming a trusted leader for the team.
• Should be a great teammate, as the Digital Sellers use 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.
• Building knowledge of 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 and marketing leads. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.

As Sales Professional:

• The Adobe manager will lead a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers.
• Will own the “more connect per seller” and “more per connect” ICX philosophy.
• Will develop account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email)
• You will help consolidate feedback from team, to identify and gather customer journeys and present / implement proposals to nudge the stalled ones.
• Streamline sales processes, improve efficiency, and lead pipeline oversight, forecasting, and sales behaviors for achieving the future state.
• You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
• You will accomplish ICX human resource objectives by recruiting, selecting, orienting, training, assigning, mentor, counselling, and improvement plans for employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
• You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions.
• Define and Achieve Weekly, Monthly & Quarterly targets both on the input & Output parameters.

What you need to succeed

• Demonstrated success in previous experiences with ability to define, refine and implement successful sales processes, procedures and policies that get results and the bottom line.
• Possess capabilities to successfully lead the team virtually, given that we are a remote sales team.
• Demonstrated ability to be a quick learner.
• Should know how to motivate and lead the team to build skills on new Adobe Solutions
• Ability to compile & analyze complex data, translate the results into actionable outcomes and present in digestible form to the entire organization.
• Willingness to work across shifts.
• Advanced knowledge of Sales Operations, Technology used in Digital sales.
• Thought leadership on Sales, Customer Success, and Subscription management.
• Postgraduate with demonstrated ability in Field Sales and/or Digital Sales
• Validated ability to inspire and motivate people, hire and train, coach new sales team members.
• Confirmed ability to communicate and present to management new insights, proposals and feedback to move the business forward.

Get to know the team

ICX Sales

ICX focuses on advancing innovative content and driving digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, handle and monetize their content anywhere through the Adobe Creative Cloud and Document Cloud.

Adobe’s creative and document solutions are used by designers, photographers, filmmakers, content publishers, storytellers, UX designers, knowledge workers, consumers and more. Through our connected apps and services, customers have all the tools and assets required create and handle content across desktop and mobile devices.

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.

Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.

AI Use Guidelines for Interviews:

Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.