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As a Territory Account Manager you will be responsible for driving mid-market ( >10K and 50K Account Executive in Colombia to derive him/her >50K opportunities and with the Channel Manager and Marketing Manager so runrate/pulverized sales continue to flow and grow through our local distributors.
You will also develop and integrate into each quarterly Marketing plan, activities that help drive business into mid market and help runrate grow.
Your primary responsibility will be to grow >10K and < 50K deal band, in any vertical, and focused on Adobe´s desktop products, therefore a mix of marketing activities successfully executed through the local marketing team, and control and relationship with a set of accounts will be key. Pipeline management will be very important to maintain visibility of the final landing number for each quarter. Working closely with key (platinum, gold and growth partners) will be expected and key for the successful mid-market strategist. You will also support APC program with Managed Partners and strategic channel activities execution as the nature of mid-market relies heavily on a successful channel.
Successful Territory Account Manager candidates will have a proven record of accomplishment in the following areas:
In depth Channel knowledge
Client relationship management
Preferably hold in-depth knowledge of Adobe´s licensing programs
Frequent interaction with client employees including Directors, VP’s, and CXO level executives.
Be able to structure fast, effective proposals for closing
Sales pipeline management and forecasting
Meet or exceed revenue goals.
Responsible for defining and implementing strategic plans to develop mid-market and meet quarterly /yearly revenue goals.
Develop and maximize revenue of all Adobe Desktop products for all verticals: Education, commercial and government in the territory.
Identify Key Accounts to generate revenue from them
Analyze the market needs and implement successful demand generation plans.
Creative thinking and out-of-the-box solution approach to customers
Demonstrate a high level of energy and initiative to ensure speed and urgency in execution
Works closely with the Field Marketing, License Compliance, Account Executives and Channel teams to maximize sales coverage
Leverages partners to maximize coverage within the defined territory
Works closely with the team members to ensure that sales progress to their final conclusion appropriately
Integrate, support, and work with the regional teams
Acquire and maintain a top-line understanding of the general market and competition
Bachelor Degree with preferably MBA.
Minimum of 7-10 years of Sales experience in Channel sales, Account Management, persuasion and negotiation
Demonstrated ability to energize, develop, and build rapport at all levels within an organization and with Channel partners
The successful candidate should have Sales experience in the following verticals: Education, Government and Commercial
The individual must be able to engage with end user with or without the help of channel partners and structure successful closing strategies. This position requires residence within the defined territory
Ability to work independently but also contributes as a member of the team.
Strong understanding of the high tech software market across the application tier (Desktop SW) and delivery through on-premise or over the cloud is expected from the candidate.
Proven experience in developing mid-market strategies
Excellent work ethic and leadership skills
Self-motivated, team-oriented, very responsible, and focused on exceeding client expectations
Exceptional organizational, presentation, and communication skills – both verbal and written
Demonstrated ability to deal with change and excel in high-stress situations
Fluent in Spanish and English
The position may require travel 30% of the time
Adobe has been a pioneer and innovator throughout its history and is recognized as one of the Top 100 Best Global Brands according to Interbrand. Adobe’s dynamic working environment is also well known – including 13 years on
FORTUNE Magazine’s "100 Best Companies to Work For"
, and other, similar accolades. Recognizing that employees are at the core of our success, Adobe recruits and retains highly qualified and motivated individuals, creates an environment where they can innovate and achieve their best, and rewards them for their performance by giving them an opportunity to share in the company’s success.
Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace.
About Adobe United States
Adobe has nearly 5,500 employees in the U.S. and is headquartered in San Jose, California, with other office locations nationwide.
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