Enterprise Sales Account Director – DHS/DOJ

🔥 1 hour ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $229k - $369.6k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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Adobe

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1982

💼 Consulting

📣 Marketing

Consulting • Marketing • Software

Adobe is a leading software company specializing in creative and digital marketing solutions. It offers a wide range of creative apps and services, including industry-standard tools like Photoshop, Illustrator, and Premiere Pro as part of its Adobe Creative Cloud suite. Adobe also provides business solutions such as the Adobe Experience Cloud, which includes marketing automation, analytics, and content management. With a focus on enhancing customer experiences through generative AI and digital asset management, Adobe serves industries like Financial Services, Retail, Media & Entertainment, and more. Adobe is also well-known for its PDF and e-signature solutions, such as Adobe Acrobat and Acrobat Sign, catering to both individuals and businesses.

📋 Description

• Develop and complete comprehensive business plans for DOD accounts, aligning Adobe's digital transformation capabilities with agency mission priorities • Build and maintain C-suite relationships with Senior Executive Service (SES) leaders, CIOs, and program directors • Drive revenue growth through strategic account expansion and new solution adoption • Translate complex technical capabilities into business value propositions for law enforcement and border security executives • Conduct return on investment analysis demonstrating operational and mission benefits • Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver proposals • Manage complex, multi-million dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates • Maintain accurate pipeline forecasting and provide strategic insights to senior leadership • Navigate federal acquisition processes including GSA schedules, SEWP contracts, and agency-specific procurement vehicles • Ensure solutions meet federal security requirements including FedRAMP, FISMA, and agency-specific ATOs • Collaborate with security and compliance teams on law enforcement data handling requirements • Maintain current knowledge of federal cybersecurity frameworks and emerging threats

🎯 Requirements

• Bachelor's degree required • 7+ years of enterprise software sales experience within federal DOD agencies • Proven track record selling to DHS/DOJ agencies • Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred) • Candidates must be U.S. citizens and able to pass comprehensive background investigations • Demonstrated proficiency in consultative sales methodologies (Challenger, Value Selling, SPIN, etc.) • Experience with cloud technologies, particularly SaaS solutions in federal environments • Understanding of federal IT modernization initiatives and digital transformation priorities • Knowledge of federal procurement processes and contract vehicles • Exceptional executive presence with ability to influence without authority • Outstanding written and verbal communication skills, including presentation abilities • Experience managing cross-functional teams and complex collaborator relationships • Cultural competency working within federal law enforcement communities • Ability to obtain and maintain a federal security clearance • MBA from accredited institution preferred • Previous experience with Adobe products or document management solutions preferred • Background in cybersecurity, data analytics, or workflow automation preferred • Understanding of immigration law, border security operations, or law enforcement processes preferred • Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.) preferred

🏖️ Benefits

• Sales commission plans for sales roles • Certain roles may be eligible for a new hire equity award • Comprehensive benefits programs • Reasonable accommodations during the recruiting process

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