Manager, Specialist Sales

Our Company

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 beautiful 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 where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The Challenge or Opportunity 

At Adobe, our Integrated Customer Experience (ICX) team combines the strengths of 2000+ Sales and Customer Support agents to deliver intelligent, personalized, and seamless experiences. Our focus is on using data and advanced technology to anticipate customer needs, reduce friction, and create long-term value for our customers, employees, and business.

The specialist articulates return on investment, solution positioning and associated value proposition to customers by establishing and maintaining positive relationships with customers and team members during all sales stages. You will also provide training, leadership, and support to the team members.

Key Responsibilities:

• Sales Leadership & Execution:
  • Lead and support the specialist sales team in closing Document Cloud and Creative Cloud deals for target accounts within the assigned region.
  • Drive quarterly quota attainment by ensuring consistent execution of sales strategies and adherence to linearity targets.
  • Collaborate with the SMB Sales teams to convert leads/CTA into pipeline opportunities and closed deals.
• Strategic Sales Planning:
  • Develop and implement sales strategies and outbound campaigns to drive growth through upselling and cross-selling opportunities.
  • Identify key customer difficulties and align Adobe’s solutions to meet business needs, improving value delivery.
• Team Development & Enablement:
  • Mentor and coach the specialist team on solution selling, demo delivery, and objection handling.
  • Champion continuous learning by providing regular training sessions and enabling sellers with updated product knowledge and market insights.
  • Monitor team performance, provide feedback, and identify areas for skill enhancement.
• Customer Engagement & Solution Consulting:
  • Establish and nurture relationships with customer at multiple levels to promote Adobe’s value proposition.
  • Oversee high-impact demos and consultative engagements, ensuring tailored solutions are presented to meet customer needs.
• Pipeline Management & Forecasting:
  • Ensure accurate pipeline tracking, forecasting, and reporting in the CRM system.
  • Participate in regular forecast review meetings to track revenue and growth progress.
  • Identify trends and provide insights to leadership for improved sales performance.
• Market Intelligence & Competitive Positioning:
  • Stay updated on industry trends, competitor offerings, and market changes.
  • Equip the team with insights to position Adobe solutions effectively and address competitive threats.

What You’ll Need to Succeed:

• Leadership & Coaching Skills:
  • Proven experience in managing and coaching sales teams, with a focus on driving performance and enabling growth.
  • Ability to motivate and lead through demonstration, encouraging a collaborative culture.
• Sales Expertise:
  • 7+ years of experience in sales, presales, solution selling, or business development, with at least 3 years in a leadership role.
  • Strong track record of achieving and exceeding sales targets.
• Critical Thinking:
  • Ability to develop and execute sales strategies aligned with business objectives.
  • Skilled in identifying growth opportunities and driving expansion within accounts.
• Customer-Centric Approach:
  • Excellent consultative selling skills with the ability to understand customer needs and position Adobe solutions effectively.
• Communication & Presentation Skills:
  • Strong verbal and written communication skills to engage with customers and influence team members.
  • Expertise in delivering impactful presentations and product demonstrations.
• Technical & Product Knowledge:
  • Deep understanding of  SAAS solutions and their application in business scenarios.
  • Ability to translate technical features into business value propositions.
• CRM & Reporting Proficiency:
  • Hands-on experience with CRM systems for pipeline management and forecasting.
  • Data-driven mindset with the ability to analyse sales metrics and drive improvements.

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 applicable characteristics protected by law. Learn more.

Adobe aims to make Adobe.com 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 (408) 536-3015.