Note: The job is a remote job and is open to candidates in USA. Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services at scale. The Enterprise Account Manager will operate within a highly installed customer base, focusing on unlocking new use cases and expansion opportunities within existing accounts.
Responsibilities
- Own a named territory of State & Local Government accounts, driving both retention and expansion
- Build and complete account plans that go beyond IT by aligning with business users
- Create pipeline by uncovering 'non-obvious' opportunities within an installed base, not relying on inbound demand
- Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously
- Position Adobe’s solutions as platform-level value, not point products
- Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision
- Drive deal progression with clear next steps, economic buyers, and close plans
- Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals
- Maintain rigorous forecast hygiene and pipeline management within the field
- Represent Adobe in customer meetings, executive briefings, and industry events
Skills
- 5–10+ years of enterprise sales experience, with a strong preference for State & Local Government
- Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities
- Experience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)
- Strong understanding of public sector procurement and budget dynamics
- Ability to navigate ambiguity and create structure in loosely defined opportunities
- Demonstrated success in cross-selling / platform expansion motions
- High ownership approach: does not wait for direction or leads
- Strong executive presence and ability to engage CIOs, CDOs, and agency leadership
- Ability to work cross-functionally and pull the right resources at the right time
- Excellent communication, deal strategy, and negotiation skills
Benefits
- Comprehensive benefits programs
- Short-term incentives are in the form of sales commission plans
- Long-term incentives in the form of a new hire equity award
Company Overview
Adobe is a software company that provides its users with digital marketing and media solutions. It was founded in 1982, and is headquartered in San Jose, California, USA, with a workforce of 10001+ employees. Its website is http://www.adobe.com.Company H1B Sponsorship
Adobe has a track record of offering H1B sponsorships, with 129 in 2026, 1160 in 2025, 1217 in 2024, 750 in 2023, 878 in 2022, 742 in 2021, 477 in 2020. Please note that this does not guarantee sponsorship for this specific role.