Enterprise Account Managers

Description:
Responsible for achieving sales targets through the sale of company solutions, products and services to new and existing customers within an assigned territory. This includes the development of long-term relationships with customers as well as the development of account plans for new relationships. The Sales Representative will achieve this through solution selling capabilities, and direct, face-to-face contact with the customer. The individual will be responsible for navigating through an enterprise organization to leverage cross selling opportunities.

Key Outputs: Revenue and profit generation; consistent delivery of Adobe value proposition in messaging and sales presentations; account and territory management and flawless execution of sales strategy. Establishment of strong customer relationships.

Required work experience
• Minimum three (3) years selling complex enterprise software solutions i.e. ERP/CRM/ Document Management/ePaper solutions and demonstrated track record of solution selling.
• Ability to articulate the value of a complex enterprise sale in business terms, outlining the ROI and total cost of ownership.
• Demonstrated ability to meet revenue targets and to generate new and existing business with customers.
• High level (C level) contacts within multiple enterprise customers.
• Ideally, sales experience in a focused industry vertical; finance, pharmaceutical, government, education, manufacturing or automotive.
• Demonstrated ability to articulate the value of technology in business terms to customers. Target Employers (to be validated)
ERP/CRM/Consulting
• Oracle
• Seibel
• SAP
• Peoplesoft
• JD Edwards
• IBM Global Services
• I2
• Informatica

Other: supply chain companies
• Systems Integrators
• Accenture
• Cap Gemini
• Unisys
Resellers
• GTSI (government)

Position Profile-Enterprise Sales 2
Prepared by Human Resources Rev 8/8/2002
Desired Business Successes
• Track record of large account wins
• History of exceeding quota-top 10-20% of company.
• Strong customer references.
• Strong performance management reviews.
• History of high/increasing commissions.
• Consistent Sales Club membership (if applicable).

Validation of business success
• Achievement certificates
• Club memberships
• Awards
• Earnings statements
• W2s

Desktop/Technology skills and abilities
• Desktop technology, sales management tools i.e. Attila or SalesForce.com
• Knowledge and understanding of various operating Systems

Required Capabilities and Behavioral Attributes:
Solution Selling
• Develop a business proposal for a solution to address the customer’s business requirements.
• Effectively and efficiently manage the sales engagement process of a large transaction, and a strong understanding of the buying cycle of the client.
• Develop a business case for a solution, which could include: Return on Investment, Net Present Value, Profit/Loss models, Business Growth, etc.
• Apply industry and application knowledge to recommend an industry-specific solution that provides added value to the customer.
• Use Solution Selling tools to identify and communicate the unique business value of our solutions to address the customer’s business requirements.
• Position a solution from an enterprise-wide perspective.
• Tailor strategy and direction presentation to fit the customer’s document management strategy Financial Justification
• Interpret and resolve procurement/justification regulatory implications specific to the customer’s business.
• Strategize with the customer’s financial officer to negotiate and jointly develop the financial structure of a solution/service agreement
• Identify and suggest a procurement strategy utilizing high-level internal or external resources for complex agreements.

Oral Communication
• Adapt language and communications style to the needs and capabilities of the audience.
• Defuse tense situations in order to foster calmness and objectivity.
• Influence others through well-formulated and persuasive arguments.
• "Think on my feet" and react effectively to questions or statements.
• Mediate strong conflicts by establishing common ground, negotiating issues, and enabling a mutually acceptable outcome.

Position Profile-Enterprise Sales 3
Prepared by Human Resources Rev 8/8/2002
• Facilitate consensus decision-making when parties have different requirements and/or conflicting objectives.

Written Communication
• Structure a document to suit the type of information being conveyed, as well as the needs of the reader.
• Provide complete information as required by the user.

Influencing
• INFLUENCE others and NEGOTIATE to gain organizational support for an initiative.
• INFLUENCE others and NEGOTIATE to gain multi - organizational support for an initiative.

Presenting
• DEVELOP and DELIVER a formal presentation
• ADAPT a presentation during delivery, depending on audience reaction and/or questions.
• DELIVER presentations to large audiences such as at conferences, symposia, business television, etc.

Behavioral Attributes
• Perseverant - time perspective, ability to weather hard times, business downturns, market volatility.
• Resourceful - possesses or able to marshal the tools needed to meet customer needs and close business.
• Accountable - understands the value of metrics and is comfortable managing own performance to them.
• Ambitious - desire to succeed, to be on top, not afraid of a fight, enjoys high standard of living.
• Team oriented - likes to help others succeed, thinks win-win.
• Resilient - handles rejection, recovers quickly, and asks for help, finds work alternatives.
• Stress management - balances life against work, achieves long term by handling other areas of life, works hard-plays hard.
• Judgment - assesses situations/people quickly and accurately, able to react to changing situations/dynamics as they happen.
• Persistent - doesn’t give up, chips away, and overcomes objections consultatively.
• Articulate - communicates points clearly and succinctly and appropriate to the audience at hand.
• Thought Leader – creativity in the sales engagement process to ensure success.

Tell Jeff, Paul Isham sent you.

Jeff Vijungco | Recruiting
Adobe Systems Inc. 
408.536.2236 office
jeffv@adobe.com