Global Account Director

Description

The Opportunity

Adobe is driving our next phase of growth by building deep and dynamic partnerships with our most strategic enterprise accounts.

We are investing our best thinking and resources to help our clients reinvent their customer & employee experiences, rationalize their business operations and technologies, and accelerate their rate of innovation to meet future challenges!

We are looking for an adaptive and highly collaborative industry executive to lead one of Adobe’s largest global accounts.

The Global Account Director (GAD), will have responsibility for coordinating efforts across all aspects of the Adobe Digital Experience and Digital Media lines of business.

You are accountable for achieving growth targets in addition to ensuring customer satisfaction and product adoption as value realization is a top priority for the business.

What you'll Do

• 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

What you need to succeed

Successful engagement will be defined by long-term retention of the base, growth in global revenues, increasing customer satisfaction, and successful execution of co-innovation initiatives.

• 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 managing relationships with enterprise tech companies
• 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

Job Requirements

• 10+ years of validated experience in relevant industry
• Minimum 10 years of solution sales to Marketing, IT, and LOB with a consistent track record of performance
• 5+ 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)

Our compensation reflects the cost of labor across several geographic markets, and we pay differently based on those defined markets.

The 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.

Your recruiter can share more about the specific salary range for the job location during the hiring 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.