About the Company

Adobe is dedicated to transforming the world through innovative digital experiences. We empower a diverse range of users, from emerging artists to prominent global brands, by providing comprehensive tools to design and deliver exceptional digital content. We are passionate about enabling individuals to create compelling images, videos, and applications, and revolutionizing how businesses engage with their customers across all digital platforms.

Our mission is to recruit top-tier talent and foster an inclusive employee experience where respect and equal opportunity are paramount. We recognize that innovative ideas can originate from any level within the organization, and we believe your next groundbreaking concept could contribute to our ongoing success.

Job Description

Within Adobe, the Integrated Customer Experience (ICX) team leverages the collective strengths of over 2,000 Sales and Customer Support professionals to deliver intelligent, personalized, and seamless customer interactions. Our core objective is to utilize data-driven insights and advanced technologies to proactively anticipate customer needs, streamline processes, and generate sustainable value for our customers, employees, and the overall business.

The Product Sales Specialist – Growth & Collaboration Products serves as a primary resource for the sales teams focused on Growth products, collaborating closely as a key advisor. This specialist will support sales teams in building, maintaining, and advancing sales pipelines and ensuring the achievement of targeted opportunity closure rates. The role involves articulating the return on investment, solution positioning, and associated value propositions to customers by cultivating and maintaining positive relationships with both customers and internal team members throughout all stages of the sales process. Furthermore, the specialist will provide training, guidance, and support to enhance the capabilities of the sales team.

Responsibilities

• Closing Sales Deals: Support ICX Sales Representatives in finalizing Document Cloud and Creative Cloud agreements for designated accounts within the assigned region, as well as for leads originating from the SMB team.
• Achieving Quarterly Quotas: Assume ownership and consistently exceed assigned product quotas in accordance with Adobe’s linearity objectives.
• Driving Revenue Growth: Identify opportunities to increase revenue by upselling existing solutions and introducing new offerings through proactive outbound campaigns and calls, while simultaneously offering direction and support to the aligned sales teams.
• Demonstrating Product Expertise: Maintain a comprehensive and up-to-date understanding of Adobe’s solutions and their applicability across diverse business scenarios, establishing credibility as a trusted advisor to customers.
• Consultative Engagement: Cultivate robust relationships across various levels within customer organizations to recommend optimal document workflow solutions tailored to their specific needs.
• Articulating Value Propositions: Effectively communicate Adobe’s unique value proposition and competitive advantages during customer interactions.
• Handling Objections: Skillfully address customer objections by providing clear, concise, and persuasive responses that emphasize the benefits of the Adobe platform.
• Competitor Knowledge: Remain informed about current market trends and competitor offerings to effectively position Adobe solutions within the competitive landscape.
• Maintain up-to-date CRM records, documenting daily and weekly pipeline activities.
• Provide accurate and reliable sales forecasts on a consistent basis.
• Actively participate in forecast review meetings to monitor revenue attainment and growth trajectory.
• Sales Enablement: Empower and support frontline sales representatives by enhancing their product knowledge and refining their selling skills to improve overall performance.

Qualifications

• Exceptional Interpersonal Skills: Possess strong verbal, written, and presentation skills to effectively communicate product value and benefits.
• Passion for Sales/Presales: Demonstrate enthusiasm for inside sales and a dedication to guiding sellers in customer engagements.
• Customer Focus: Exhibit the ability to engage customers in meaningful discussions about products and solutions, while adeptly addressing objections and navigating challenges.
• Demonstrated experience in sales, presales, solution selling, account management, or business development roles.
• Proficiency in delivering compelling product demonstrations, showcasing key features, and customizing solutions to meet specific customer requirements.
• A consistent track record of identifying and capitalizing on revenue opportunities through consultative selling and solution-building approaches.
• Prior experience in product sales or sales enablement, with the capacity to coach sales teams on effective product positioning and compelling demo strategies.
• Objection Handling: Extensive experience in addressing customer concerns and converting challenges into opportunities to promote product adoption.
• Solution Selling Expertise: Ability to develop tailored solutions based on customer needs, leveraging Adobe’s products to create impactful workflows.
• Sales Cycle Expertise: Comprehensive understanding of the sales cycle, with a focus on consultative selling techniques and driving revenue expansion.
• Problem Solver: Excellent listening skills to effectively mentor sellers in resolving customer challenges.
• Positive Attitude: A proactive and optimistic approach, coupled with a passion for empowering sales teams and facilitating successful customer engagements.
• Highly Organized: Ability to thrive in a dynamic, fast-paced environment, providing structured guidance and ensuring the sales team remains focused on achieving strategic objectives.

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Other Information

Adobe is committed to being an Equal Employment Opportunity employer. We do not discriminate on the basis of gender, race, color, ethnicity, national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristic protected by applicable laws. Learn more.

Adobe is dedicated to ensuring that Adobe.com is accessible to all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, please contact accommodations@adobe.com or call (408) 536-3015.

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