Sales Manager, Named Accounts - Japan

ポジション概要（The Opportunity）

AdobeのC&P（Creativity & Productivity）ビジネスは、革新的なコンテンツ制作の進化と、さまざまな業界におけるデジタルトランスフォーメーションの推進に注力しています。Adobe Creative CloudおよびDocument Cloudを通じて、個人、中小企業、大手企業のお客様が、コンテンツを制作・公開・プロモーション・管理・収益化するためのツールやサービスを提供しています。

今回、営業プロフェッショナル（Named Account ExecutivesとProduct Sales Specialists）のチームを構築・牽引する、Sales Managerを募集します。

本ポジションでは、約1,000社の重要顧客からなるアカウントポートフォリオをチームで担当し、その成長をリードするとともに、売上拡大およびチームの営業目標達成を推進していただきます。

リーダーシップおよびチームマネジメント

• Named Account Executiveのチームをコーチング・育成し、継続的に成果を創出できる組織づくりを推進します。
• 部門横断のチームと密接に連携しながら、高い成果を生み出す協働的なチーム環境を構築します。
• 健全なセールスパイプラインの構築・管理・推進をチームとともにリードし、予測可能な売上成長とビジネス目標の達成を目指します。
• パイプライン上の課題やギャップを早期に特定し、アカウント戦略の策定や売上成長を加速させるアクションを実行できるよう、チームをコーチングします。

戦略的アカウントマネジメント

• 高い成長ポテンシャルを持つ顧客・機会に重点を置きながら、各顧客に対する営業活動の計画および優先順位付けをサポートします。
• 分析力とコンサルティブセリングのスキルを活用してお客様のビジネス要件を理解し、魅力的な価値提案を構築することで、お客様の戦略的な目標達成を支援します。

顧客エンゲージメント

• 主要顧客および社内のチームメンバーと強固な関係を構築・維持します。
• マーケティングチームと連携し、顧客エンゲージメントやアップセル機会の創出につながるターゲットキャンペーンや施策を企画・推進します。

営業実績・フォーキャスト・レポーティング

• 営業データ分析、市場調査、デザイン思考、顧客からのフィードバックを活用し、営業パフォーマンスの向上、市場トレンドの把握、新たな成長機会の発掘につながる戦略やプログラムを策定します。
• CRMを活用した継続的なパイプライン管理と営業プロセスのトラッキングを徹底し、営業分析や活動状況を、正確かつタイムリーな売上予測およびレポートに反映します。

応募要件（What You'll Need）

• SaaSビジネスにおける営業リーダーとしての実績があり、グローバルかつ複雑なマトリックス組織においてチームをマネジメントし、高い成長目標を推進した経験
• パイプライン創出・管理、精度の高い売上予測、および継続的かつ予測可能な売上成長を実現した実績
• 人材育成や高い成果を生み出すチームづくりに情熱を持ち、お客様を中心とした成果創出を推進できる方

The Opportunity

Adobe’s C&P (Creativity & Productivity) business focuses on advancing groundbreaking content and driving the digital transformation of industries. It provides tools and services that enable individuals, small businesses, and enterprises to create, publish, promote, manage, and monetize content through Adobe Creative Cloud and Document Cloud.

We are seeking an experienced and dynamic Sales Manager to build and lead an impactful team of sales professionals (Named Account Executives and Product Sales Specialists). The successful candidate will be responsible for managing and growing a portfolio of approximately 1000 key accounts, driving revenue growth, and ensuring the team meets and exceeds sales targets.

Leadership and Team Management

• You will coach and mentor a team of Named Account Executives to enable repeatable success.
• This will be achieved by building a high-performing, collaborative environment that encourages deep partnerships with cross-functional teams.
• Lead the team in building, managing, and advancing a healthy sales pipeline to drive predictable revenue growth and achieve business objectives.
• Coach the team to proactively identify pipeline gaps, develop account strategies, and execute actions that accelerate revenue growth.

Strategic Account Management

• Support your team with the planning and prioritization of sales activities across customer accounts, with a strong focus on high-potential growth opportunities.
• Use a collaborative approach to help customers achieve their strategic objectives, leveraging analytical and consultative selling skills to understand their business requirements and develop compelling value propositions.

Customer Engagement

• Build and maintain strong relationships with key customers and team members.
• Collaborate with the marketing team to develop targeted campaigns and initiatives that drive customer engagement and upsell opportunities.

Sales Performance, Forecasting and Reporting

• Employ sales data analysis, market research, design thinking, and customer feedback to create strategies and programs that enhance sales performance, identify market trends, and uncover growth opportunities.
• Translate sales analysis and activity into accurate and timely forecasts and reports through disciplined CRM pipeline management and sales process tracking.

What You'll Need

• Proven SaaS sales leadership experience, with a successful track record of managing teams in global, complex matrix organizations and driving ambitious growth objectives.
• Demonstrated success in pipeline generation, pipeline management, forecast accuracy, and driving predictable revenue growth through a disciplined sales cadence.
• A passion for developing people, building high-performing teams, and delivering customer-centric outcomes.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let’s Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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