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Head of Public Sector, Sales Operations

Adobe Systems

This is a Full-time position in Los Angeles, CA posted June 11, 2022.

Our CompanyChanging the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.Were 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!The challengeThe head of Public Sector Sales Operations will partner with the Americas Digital Media sales leader for our Federal, State and Local governments, including Adobes flagship Creative Cloud and Document Cloud solutions. This manager and their sales will define the strategy and operations of a best-in-class sales force for Adobe and support superior execution by the sales organization. Reporting to the Director of Americas Digital Media Sales Operations, this manager and their team will be accountable for developing a comprehensive sales operations plan to drive revenue growth. To successfully do so, this manager will need a substantial understanding of modern field operation and the unique needs of our Public Sector customers.What youll doManagement responsibility for a team of professionals providing centralized support for the Public-Sector Americas Digital Media Organization.Responsible for building and delivering C-Level executive presentations, including RTBs, QBRs, and regular deep-dive sessions.Lead, coordinate and refine weekly sales forecasting processes driving predictability.Develop and action productivity and performance reporting of sales management, individuals, and account opportunity.Oversee sales team productivity and track critical KPIs (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.).Establish highly repeatable and scalable sales processes, automation, and reporting methodologies for implementation across regions and business units.Conduct historical reviews of account performance, account segmentation, prioritization, and oversee win/loss analysis and other predictive analytics.Drive field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.Support and optimize the GTM strategy, including core sales processes and productivity drivers, infrastructure and automation, regional performance, and Enterprise Data-Driven Operating model. Ensure that all field sales teams fully adopt the defined GTM.Help recruit, inspire, lead, mentor, and motivate the sales organization to capitalize on the market opportunity for Adobe. Effectively partner and appropriately challenge leadership to overachieve revenue targets and instill centralized processes effectively.Measure how Sales Reps spend their time and use that data to improve processes and IT automation priorities. Accountability to assist sales teams in improving performance by assigning sales goals, quotas, and compensation plans; and developing sales training and management programs.Manage the sales pipeline by monitoring deal flow across stages and conducting performance reporting.Establish sales asset needs, support development, and determine asset utilization and deployment guidelines.What you need to succeedManaging people and teams. Mentoring and growing individuals.Success in a complex Sales Operations function supporting aggressive revenue growth. Prior experience with operations serving public sector customers or a strong desire to learn and grow vertical expertise.Success providing strategic guidance and operational oversight in Sales Operations within a complex technology sales environment.Demonstrated ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics and improvement programs.Experience using industry benchmarking information and robust analytical to identify market trends and test alternative strategy approaches that yield superior performance.Experience deploying sales tools, technologies, and automation solutions/strategies in the field.Experience providing input into sales compensation plan design.Entrepreneurial spirit and able to operate independently with minimum supervision.Results-oriented; strong track record in meeting and exceeding revenue targets.Experience in a subscription revenue environment.Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado.Colorado Starting Salary: $117,500 – $152,600At 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.SummaryLocation: Washington D.C.; Denver; Waltham; Austin; San Francisco; San Jose; Seattle; Los Angeles; Lehi; New YorkType: Full time
Associated topics: business analyst, business development, business service, cloud, cloud sales, IT, sales force, sentext solution, software, software solution