Sr, Named Account Manager - Hotels

Adobe - Maryland4.3

Full-timeEstimated: $130,000 - $190,000 a year
The challenge

Adobe Digital Marketing is seeking a talented, experienced sales professional to join our sales team in the US. The role entails a blend of new business development, new markets expansion, as well as the daily activities associated with corporate strategic selling into Marriott. In addition, you can expect to be working with the existing sales team to manage all aspects of the sales cycle; from qualification of opportunities, development of a market strategy, and coordination of all sales team resources, final negotiation and closing of business. Ideally, we seek to source a candidate from a Travel and Hospitality (lodging specifically and experience at Marriott a big plus) background, with a proven track record in selling to large enterprises in the US. We will also consider sales professionals with a background in selling the full Digital Marketing suite. This position reports to the Area VP. If you are passionate about what you do, have an entrepreneurial flair and are excited by leading-edge Digital Marketing technology, we want to hear from you.

What You’ll Do

Own the relationship and drive incremental revenue for the Marriott account.

Annual Revenue - Exceed quota targets;
Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization;
Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise);
Customer Acumen - Actively understands each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer;
Maintain and create new C-Level relationships.
Territory and Account Leadership - Lead account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Adobe references;
Business Planning – Develop and deliver comprehensive business plan to address customer's priorities and pain points. Utilize Strategic Value Assessments, benchmarking and ROI data to support the customer’s decision process;
Pipeline planning - Follow a disciplined approach to maintaining a rolling 4Q pipeline. Keep pipeline current;
Pipeline partnerships – Leverage and collaborate with support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
Leverage Adobe Solutions – Be proficient in and bring all Adobe offers to bear on sales pursuits;
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap;
Support all Adobe promotions and events in the territory.

What You Need to Succeed:
A minimum of 7 - 10 years' prior experience in selling Digital Marketing and SaaS solutions.
Enterprise Software Sales/Management – Travel and Hospitality (lodging) – Marriott a plus
Track record of leading and motivating teams in large corporate environments
Carried a personal annual target of at least $2M USD.
Track record of achieving/exceeding sales quota and market share goals.
Proven success in selling to executives, VP and/or "C" level.
Able to identify, cultivate and close deals in new areas.
Skilled Solution seller with proven ability to create win-win proposals.
Outstanding communication, presentation and negotiation skills (verbal and written).
Team Player with excellent organizational and time management skills.
Self-motivated and disciplined.
Our most successful sales executives take a consultative approach and are looked upon by our customers as trusted, eCommerce and merchandising advisors.
Experience developing financial impact and value based solutions
Savvy customer success oriented Sales executive who can lead from the front all of Adobe’s cross functional/cross solution teams via strategic inspiration
The support received from our Marketing, PR and Trade Show team, combined with leads from our Inside Sales Development group make this an ideal team selling opportunity.
At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists . You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.

If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age , sexual orientation, gender identity, disability or veteran status.