Enterprise Sales Account Director - Federal Health

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 Opportunity:

As an Enterprise Account Director - Federal Health, you will be a key member of our Federal Civilian sales team, responsible for driving revenue growth and building strategic relationships within the Department of Health and Human Services (HHS) and the Department of Veterans Affairs (VA). You will own the overall strategy and execution for selling Adobe's Digital Experience solutions to these critical agencies, helping them achieve their mission through digital transformation.

What You'll Do:

• Identify important individuals, understand agency priorities, and build a comprehensive plan to achieve revenue targets and grow Adobe's presence in HHS and VA.
• Build and maintain executive-level relationships: Cultivate strong relationships with CIOs, CTOs, CDOs, and other key decision-makers within the target agencies.
• Lead complex sales cycles: Manage the entire sales process, from prospecting and qualification to negotiation and close, involving internal resources as needed (e.g., solutions consultants, sales engineers, professional services).
• Understand and articulate the value of Adobe solutions: Demonstrate a deep understanding of Adobe's Digital Experience solutions and how they can address the unique challenges and opportunities faced by Federal Health agencies.
• Collaborate with internal teams: Work closely with marketing, product, customer success, and other teams to ensure customer satisfaction and drive adoption of Adobe solutions.
• Stay current on industry trends: Maintain a strong understanding of the Federal Health landscape, including policy changes, technology trends, and competitor activities.
• Accurately forecast and manage your pipeline: Provide regular updates on sales progress and pipeline health to sales leadership.
• Represent Adobe at industry events and conferences: Build brand awareness and generate leads by attending and presenting at relevant industry events.
• Navigate the Federal acquisition process: Demonstrate expert understanding of the Federal acquisition process, including FAR and agency-specific procurement rules and regulations.

What You Will Need:

• Proven track record of success: 10+ years of experience in enterprise software sales, with a minimum of 5 years selling to the US Federal Government, specifically HHS and/or VA.
• Deep understanding of the Federal Health market: Strong knowledge of the mission, priorities, and challenges of HHS and VA.
• Experience selling complex technology solutions: Demonstrated ability to sell complex, enterprise-level software solutions (e.g., digital experience platforms, marketing automation, analytics, content management systems).
• Executive presence and communication skills: Ability to effectively communicate with and influence senior-level executives.
• Strong negotiation and closing skills: Proven ability to negotiate and close complex deals.
• Self-motivated and problem solver: Capable of working autonomously, crafting strategic account plans, and successfully implementing them.
• Team player: Ability to collaborate effectively with internal teams and external partners.
• Bachelor's degree required: MBA and/or relevant certifications preferred.
• Existing network within HHS and VA highly desired
• Security Clearance: Ability to obtain and maintain a US Government security clearance is a plus.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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