Global Account Director

4 weeks ago

New York, New York, United States Adobe Full time
Job Title: Global Account Director

We are seeking a highly skilled and experienced Global Account Director to lead our largest global accounts. As a key member of our team, you will be responsible for coordinating efforts across all aspects of the Adobe Digital Experience and Digital Media lines of business.

Key Responsibilities:
  • Establish and lead 3+ year joint account strategy and roadmap with the assigned account
  • Define and build an effective joint governance model ensuring alignment and sponsorship across the account
  • Develop and maintain strategic relationships with customer and Adobe executives to support priority initiatives and long-term account growth
  • Lead the communications of business performance and associated value to the business and IT team members
  • Drive the adoption of Adobe products and innovations within the account through thoughtful development of business cases that map back to customer priorities and the detailed strategy
  • Grow revenues across the business (software, services, and support)
  • Lead and mentor a global account team of 20+ people with a goal of ensuring the customer is realizing value from their investment in Adobe
  • Orchestrate the account life cycle globally from vision setting and strategy development through sales and post-sales implementation, and ultimately consumption
  • Establish an account-specific framework to identify, evaluate, and complete opportunities to co-innovate in order to address emerging market needs
  • Coordinate critical customer-facing activities including executive engagement, company visits, briefings, and ideation workshops
  • Ideate with, and support, Adobe marketing functions to drive engagement and events for the account
Requirements:
  • Relevant industry expertise demonstrated through thought leadership
  • Deep experience in both the Software and Services business models either directly or through the partner channel with the confirmed ability to structure and negotiate large, multi-faceted agreements
  • Experience leading teams of at least 10 people across multiple regions on sophisticated accounts with executive relationships
  • Proven success leading and delivering on enterprise engagements either internal or through a consultancy
  • A background in enterprise transformation and change management with referenceable supporting examples
  • Experience leading successful digital transformations for marketing organizations paired with knowledge of the technologies and tactics needed to effectively perform
  • Deep knowledge of digital transformation trends in the industry and Adobe's position relative to those trends
  • Experience in developing and driving adherence to a multi-layered governance model supporting multiple business functions and IT with engagement across executives, management, steering committees, and PMO functions
  • Practical knowledge in developing GTM plans between enterprise organizations
  • An understanding of the competition and how we are positioned against them
  • A creative, problem-solving approach to evolving business challenges
  • Competence and influencing strategies for leading teams in highly matrixed organizations
Preferred Qualifications:
  • 15+ years of validated experience in the professional services industry
  • Experience managing high tech clients
  • Minimum 15 years of solution sales to Marketing, IT, and LOB with a consistent track record of performance
  • 8+ years of proven track record directly leading a successful team of at least 5-10 people
  • Outstanding executive presence and presentation skills, with the ability to converse with, encourage and engage C-level executives
  • Exceptional written communication and analytical skills
  • Ability to work optimally in a team setting, acting as a liaison with all other organizations within Adobe including Sales, Services, Support, Product & Marketing
  • Strong understanding of existing and emerging marketing technologies
  • Willingness to travel up to 25% (post-pandemic)
Compensation:

The U.S. pay range for this position is $215,800 - $434,750 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience.

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.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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.

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