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SalaryOur 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!
Overview
The Business Development Lead is responsible for leading and managing a team of Business Development Representatives (BDRs) tasked with building new Commercial Sales pipeline through prospecting and qualification of high-value accounts. Specific responsibilities for the BDM include, but are not limited to, coaching and training BDRs on the Adobe DX Solution Portfolio, on prospecting tools, and on effective communication strategies to generate qualified opportunities via Outbound motions.
Strategic Value of Role
Your team is the main driving force for identifying and providing high-value opportunities into the Commercial Sales pipeline
Your team is the first-line of Adobe relationship development with prospective high-value accounts
What makes a great Manager of Business Development at Adobe?
Sales Knowledge
BDR Training – Ensuring direct reports understand and adhere to the processes and best practices outlined in the assigned-solution’s sales process
BDR Coaching – Ability to coach BDRs in the ways of conversational persuasion, objection handling, and account prospecting
Product – Ability to clearly communicate and demonstrate mastery of both Adobe’s and competitor’s product capabilities, limitations, and value propositions to BDRs
Sales Process – Understanding of the multiple sales channels, sales funnel, and related processes
Outbound Skill – Build and execute Outbound Sales Plays for your BDRs to run against specific account segments
Intellectual
Intelligence - Learning speed; Intellectual curiosity; knowledge acquisition; problem-solving; simplifying complex concepts for unfamiliar buyers.
Judgment & Decision Making- Reacting when under time or other pressure; weighing conflicting goals and commitments and making decisions based on core values; exhibiting wisdom in counsel; judging character; understanding prospect situations and internal company situations.
Organisational Agility - Overcoming objections; positive attitude; problem solving; leveraging resources to address challenges and objections; managing different lead channels and types; introduction of internal and external resources to BDR to impact sales velocity.
Interpersonal
Adaptability - Thriving in a company environment of rapid change; reacting to management initiatives; taking the "customer view"; adopting customer corporate ‘perspective’; accepting change to business/personal situations.
First Impression - encounter with a peer, prospect, employee, or partner is uniformly positive and strong; others remark that meeting as a uniquely memorable experience in a positive way
Evolutionary Pace - Pace at which the BDM acquires new skills and capabilities that can be driven into the BDR process; proactively seeking out the best practices from outside the industry to push the pace at which the organisation progresses
Ownership & Grit – exhibiting extreme ownership and grit in terms of managing your team and achieving expectations. No fear to roll-up sleeves and “lead by example”
How does the Manager of Business Development generate value for customers?
Reinforcing a “consultative” approach to selling; taking time to understand their business, and the businesses’ goals, objectives, and challenges before recommending a solution
Provides education on areas of interest for BDRs who in turn take those learnings into their prospect interactions
Ensuring direct reporting BDRs are targeting the accounts that would most benefit from Adobe Solutions, resulting in a mutual plan and vision match.
Career Path
Opportunity to advance your career within the BD organisation, sales organisation or cross-functionally
Opportunity to advance your career between different business units within Adobe
Why consider this role?
Opportunity to make a significant impact in the success of an important business unit within Adobe
Opportunity to manage a high-performing and high-velocity team with a track record of success
Adobe ranked no. 18 on Fortune’s 100 Best Companies to Work For 2021
Responsibilities
BDR onboarding and training
BDR call, email, and prospecting coaching
Create and support execution of internal BDR outbound prospecting campaigns to drive Commercial pipeline and revenue goals
Lead team to achieve or exceed pipeline generation targets
Manage and provide goal performance reporting to leadership by team and individual
Manage and provide KPI performance reporting to leadership by team and individual
Partner with regional marketing teams to develop lead follow-up strategies for specific marketing-led campaigns
Attend industry events in and outside of assigned territory
Develop strong BDR talent for future Sales and Sales-related roles within Adobe
Requirements
2+ Years SaaS technology industry experience
2+ Years’ experience in Sales or Business Development or other quota-bearing role
Ability to work in a collaborative in-office and home team environment
High-level of comfort with cold calling
High-level of comfort with speaking 1:1 with C-Level executives of large businesses
Ability to simplify communication of complex ideas and product offerings
Knowledge of complex business principles and needs
Exceptional writing, editing, and formatting skills with professional software
Exceptional CRM skills and hygiene (SFDC or Dynamics)
Experience with Sales Engagement Software (Outreach.io or other)
Excellent organisational skills
Excellent phone presence
High-level of energy and enthusiasm
Adobe is proud to be an 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.
Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email or call (408) 536-3015.
Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.
