Product Sales Specialist
Adobe Software
JOB LEVEL
P40EMPLOYEE ROLE
Individual ContributorResponsible for selling our Adobe Digital Experience solutions for Content (CMS, DAM, Digital Forms) with Workfront in complex Content Supply Chain setups or stand-alone as well as eCommerce solutions across all industries and segments. Geographically, this role will cover Poland/ Eastern Europe.
The successful candidate is experienced in enterprise software sales with a proven track record and is capable of navigating a complex stakeholder matrix; this role works closely with account managers, BDRs and retention specialists to generate and progress pipeline, issue quotes and sales orders to close deals successfully, and ensures smooth handover to post-sales stakeholders.
A key element to success in this role is selling with a customer value approach. This includes supporting customer vision development to meet their business objectives, inspiring for sustainable, strategic partnerships between customer, implementation partners and Adobe to establish aligned use cases and matching these to Adobe’s offering. This role will drive and support related activities, from vision workshops to organizing and orchestrating deep-dives, respond to RFPs, initiate and track pipeline generation activities and the respective alignments.
Product specialists own a quota for their respective solutions and segmentation and are responsible to track and meet their product goals.
Close collaboration with go-to-market and product management teams ensures the product specialist builds and maintains expertise in the solution families within their responsibility. The candidate needs to be an excellent communicator and capable of providing feedback gathered in customer and internal interactions. This expertise is needed to enable and support account teams to position solutions successfully, including whitespacing in preparation for account planning and ongoing pipeline generation initiatives.
What you’ll do
- Generation, progression, and successful closing of opportunities for Adobe Experience Manager, Workfront, and Adobe Commerce in accounts in Poland;
- Implementing comprehensive account sales strategies;
- Developing and maintaining positive customer relationships on C-level and functional levels;
- Using internal resources and business partners to provide solutions to customers’ challenges;
- Leveraging partners for solution evaluations and pre-sales engagements;
- Follow up on leads generated by Marketing;
- Collaborate effectively with peers and internal partners to deliver joint value propositions for enterprise customers;
- Ongoing tracking and communication of account and vertical market opportunities and issues to the team;
- Creation and updating of sales activity plans, provision of timely and accurate sales forecasts and contribution to account and territory planning on an ongoing basis;
- Organize workshops with customers to present the value of Adobe's solutions, targeted to customers’ needs;
What you'll need to succeed
- Dedicated individual with a “can do” attitude, motivated to focusing and committing to attain challenging results
- Hunter mentality
- Proficiency in Polish and English language
- Strong knowledge of enterprise software solutions or SaaS sales, preferably in CMS, DAM, work management and workflow solutions as well as eCommerce
- Dedication to business value selling
- Ability to become the trusted advisor by demonstrating and articulating business value in the language of the client as well as internally
- Expertise to discover, define, qualify, and deliver new opportunities
- Proven track record to work effectively across functional groups, such as Sales, Marketing, Product Management and Partners
- Experience in prospecting, account planning, needs analysis, presentations, negotiations, and proposal writing
- Excellent social skills with the ability to communicate at all levels
Internal Opportunities
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