Territory Account Manager

Role Overview

Location : Mumbai/Pune

Adobe is looking for a Territory Account Manager to help grow our Digital Media business across an assigned territory. In this role, you will focus on identifying new business opportunities, building strong customer relationships, creating demand, and managing opportunities from initial engagement through successful closure.

You will work closely with customers to understand their business priorities and demonstrate how Adobe's Digital Media solutions can help achieve their goals. Success in this role comes from strong customer engagement, thoughtful territory planning, consultative selling, and collaboration across internal teams and partner organizations.

Key Responsibilities

• Manage and achieve quarterly and annual revenue goals for the assigned territory.
• Identify and acquire new customers through prospecting, partner collaboration, referrals, marketing programs, and strategic account planning.
• Develop and execute a territory business plan to support the growth of Adobe Digital Media solutions.
• Identify opportunities through territory mapping, account research, and customer planning.
• Build and maintain a healthy sales pipeline with consistent opportunity generation activities.
• Manage the full sales lifecycle, including prospecting, qualification, solution positioning, proposal development, commercial discussions, contract execution, and deal closure.
• Help customers understand the business value and return on investment of Adobe Digital Media solutions.
• Conduct discovery conversations to understand customer priorities, business objectives, and digital transformation initiatives.
• Deliver presentations, demonstrations, proposals, and business reviews tailored to customer needs.
• Manage opportunities involving multiple stakeholders while maintaining accurate forecasting and CRM hygiene.
• Build trusted relationships with business and technical stakeholders, including executives, IT, Marketing, Design, HR, Procurement, Finance, and Legal teams.
• Identify opportunities to expand Adobe's presence within customer organizations through additional solutions and services.
• Collaborate with Business Development Representatives, Solution Consultants, Partner Managers, Customer Success, Marketing, Licensing, Renewals, and other cross-functional teams to support customer success.
• Develop joint account plans with channel partners to generate demand and deliver successful customer outcomes.
• Maintain accurate opportunity records, forecasts, and pipeline updates in CRM systems.
• Provide regular business updates and pipeline reviews to sales leadership.
• Follow Adobe's pricing, legal, security, governance, and commercial policies throughout the sales process.
• Demonstrate Adobe's values by fostering collaboration, integrity, accountability, and a customer-focused approach.

Required Qualifications

• Bachelor's degree or equivalent practical experience; an MBA is a plus.
• 7–10 years of experience in Enterprise SaaS or software sales.
• Experience acquiring new customers and achieving or exceeding sales goals.
• Experience selling to Mid-Market and Enterprise organizations.
• Experience managing complex sales opportunities involving multiple stakeholders.
• Strong consultative selling, presentation, negotiation, and communication skills.
• Experience with territory planning, account mapping, and pipeline development.
• Experience working with channel partners or indirect sales models.
• Familiarity with CRM platforms such as Microsoft Dynamics, Clari, or similar sales tools.
• Proficiency with Microsoft Office applications.
• Excellent written, verbal, and presentation skills.

Preferred Qualifications

• Experience selling Enterprise SaaS, Cloud, AI, Productivity, Collaboration, Digital Transformation, Digital Media, or Document Management solutions.
• Experience working in a matrixed, cross-functional sales environment.
• Ability to develop long-term customer relationships while managing multiple opportunities across a territory.
• Experience using data and customer insights to support business decisions and sales planning.

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.

Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 accommodations@adobe.com or call +1 408-536-3015. 

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