Role: Manager, Inside Sales

Location: Remote India

Shift: North America (6:30pm 3:30am IST)

Role Summary:

Ensures that the customer is satisfied with company projects and services. Works closely with Sales Account Manager and oversees day-to-day relationship with client. Ensures that schedules and budgets are met according to contractual agreements. Works with client to cultivate future projects and qualify new opportunities. Consults with other team members (project management/services/support/customer care) to be sure mutual objectives are met.

Job Description Summary

Administers/designs the inside/telesales representatives sales incentive plan. Trains, mentors, coaches, and supervises inside/telesales staff. Has thorough knowledge of the organization's products/services. Prioritizes and allocates resources. Typically works with the field sales organization to ensure that representatives are provided adequate support in the field. May work with inside/telesales representatives to develop channel partnerships. Responsible for market development, setting targets, and ensuring that revenue is generated.
Adobe
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 build alluring 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. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours.
The Art of Sales is changing
The concept of selling has been around for decades, but businesses are digital now. The way sales are conducted must modernise too.
In most companies, sales teams are somewhere on the journey below:
Sales scratches out their own leads by prospecting their networks, sending one-off or batch emails. Marketing turns over long lists of leads, which are typically contacts in your target audience Marketing has established a repeated process of generating MQL, SAL & SQL that yield some measurable returns. They sometime add lead scoring to this mix.
On the other hand, we at Adobe - GBD are a Modern Sales team of 250+ Digital sellers, supported by analytics and data science teams. We are integrated with Adobe.com digital marketing & engagement funnel and are developing capabilities on picking cues from the customers demographic (who) & behavioral (what) data that they leave on their journey with our business to predict next sales action that will lead to revenue conversions (Future state).

The Challenge:

We are looking for a Sales Manager and Leader who is responsible for leading sales for a team and enable the Digital Sales team to continue exceeding the defined sales goals and KPIs across the North Americas territory. You would be responsible for the Digital Media portfolio of Adobe.
An ideal candidate would be an inspiring leader with a consistent record of leading successful sales operations on field or in Digital Sales of reasonable size and possess the ability to turn findings into executable plans. He / She must also be an inspiring leader able to build, develop & inspire a successful team.

What you will do:

As a Leader:

Leading the team by coaching, mentoring & motivating the team with a high level of EQ & becoming a trusted leader for the team.
Should possess strong collaboration skills, as the Digital Sellers leverage other teams for their own success.
Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team.
Building knowledge of Adobe products and services – their features, benefits, prices, and additional services.
Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns, marketing leads and execute. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement.

As Sales Professional:

The Adobe Manager will manage a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers.
Will be responsible for leading the more connect per seller and more per connect GBD philosophy.
Will be responsible for developing account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email)
You will help consolidate feedback from team, to identify and capture customer journeys and present / implement proposals to nudge the stalled ones.
You will drive sales management with a more rigorous, focused and metrics-driven approach to streamline sales processes, increase productivity, manage pipeline, forecast and drive desired sales behaviors to achieve the future state.
You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale.
You will accomplish GBD human resource objectives by recruiting, selecting, orienting, training, assigning, coaching, counselling, and disciplining employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions.
You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions.
Define and Achieve Weekly, Monthly & Quarterly targets for the team both on the input & Output parameters.
What you need to succeed
Demonstrated success in previous experiences with a proven ability to define, refine and implement successful sales processes, procedures and policies that drive results and the bottom line.
Possess the art of successfully managing the team virtually, given that we are a remote sales team.
Demonstrated ability to be a quick learner.
Should know how to motivate and lead the team to build skills on new Adobe Solutions
Ability to compile & analyze complex data, translate the results into actionable deliverables and present in digestible form to the entire organization.
Willingness to work across shifts.
Advanced knowledge of Sales Operations, Technology used in Digital sales.
Thought leadership on Sales, Customer Success, and Subscription management.
Postgraduate with over 10 years of experience in Field Sales and/or Digital Sales
Proven ability to effectively manage people effectively, hire and train, coach new sales team members.
Proven ability to communicate and present to management new ideas, proposals and feedback to move the business forward.

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