Enterprise Sales Account Manager, State and Local Government

Overview

Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services s Enterprise Account Manager role focuses on growing existing accounts, unlocking new use cases, and expanding across Adobe’s Creativity & Productivity Portfolio within a highly installed customer base.

• 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

• 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

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.