Manager, Business Development EMEA

    • Dublin, Ireland

Our company

At Adobe, we're changing the world. How? We give people the tools to bring their ideas to life and build content that makes life more fun and work more significant. We give businesses and organizations the power to truly engage their customers. Adobe is behind the gorgeously designed content that streams across your laptop, TV, phone, and tablet every day-and we're the ones who harness the massive power of big data to help companies move from data to insight and insight to action by delivering content that people crave most.

We're a company that understands that product innovation comes from people innovation, and that's why we invest in cultivating leaders throughout the organization. If you're passionate about leading from where you sit, join us!

The challenge

The Manager of Business Development EMEA (BDM) is responsible for leading and managing a team of Dublin based Business Development Representatives (BDR) tasked with building new Commercial Sales pipeline through prospecting and qualification of high-value accounts. This is an opportunity to make a significant impact in the success of a new business unit within Adobe, advance your BDR/SDR/Sales career, and build relationships with hardworking professionals within the Adobe Commercial business

Strategic Value of Role

  • Your team is the main driving force for identifying and providing high-value opportunities into the Commercial Sales pipeline
  • Your team is the first-line of Adobe relationship development with prospective high-value accounts


Capabilities

  • BDR Training - Ensuring direct reports understand and adhere to the processes and standard methodologies outlined in the assigned-solution's Sales Playbook

  • BDR Coaching - Ability to coach BDRs in the ways of conversational persuasion, objection handling, and account prospecting

  • Product Enablement - Ability to clearly communicate and demonstrate mastery of both Adobe's and competitor's product capabilities, limitations, and value propositions to BDRs

  • Sales Process - Understanding of the multiple sales channels, sales funnel, and related processes

  • Outbound Skill - Build and execute Outbound Sales Plays for your BDRs to run against specific account segments


Intellectual

  • Intelligence - Learning speed; Intellectual curiosity; knowledge acquisition; problem-solving; simplifying complex concepts for unfamiliar buyers.

  • Judgment & Decision Making- Reacting when under time or other pressure; weighing conflicting goals and commitments and making decisions based on core values; exhibiting wisdom in counsel; judging character; understanding prospect situations and internal company situations.

  • Organizational Agility - Overcoming objections; positive attitude; problem solving; using resources to address challenges and objections; managing different lead channels and types; introduction of internal and external resources to BDR to impact sales velocity.


Interpersonal

  • Adaptability - Thriving in a company environment of rapid change; reacting to management initiatives; taking the "customer view"; adopting customer corporate 'perspective'; accepting change to business/personal situations.

  • First Impression - encounter with a peer, prospect, employee, or partner is uniformly positive and strong; others remark that meeting as a uniquely memorable experience in a positive way

  • Evolutionary Pace - Pace at which the BDM acquires new skills and capabilities that can be driven into the BDR process; proactively seeking out the standard methodologies from outside the industry to push the pace at which the organization progresses

  • Ownership & Grit - exhibiting extreme ownership and grit in terms of managing your team and achieving expectations. No fear to roll-up sleeves and "lead by example"


What you'll do

  • Hire, on-board and train new Team Members

  • Coach team members day-to-day to maintain high-performance

  • Create and support execution of prospecting campaigns

  • Effectively partner with EMEA Sales and Marketing leadership

  • Reinforce a "consultative" approach to selling with team members; encourage them to take time to understand prospect business, the businesses' goals, objectives, and challenges before recommending a solution

  • Provide education on areas of interest for BDRs who in turn will take those findings into their prospect interactions

  • Manage, own, and coordinate BDR performance reporting by team and individual--ensure direct reporting BDRs are targeting the Accounts that would most benefit from Adobe Solutions, resulting in a mutual plan and vision match.

  • Attend and well-represent Adobe Commercial at industry and internal events


What you need to succeed

  • 2+ Years Internet/eCommerce Industry experience

  • 2+ Years' experience in Sales or Business Development or other quota-bearing role

  • Ability to work in a collaborative in-office team environment

  • High-level of comfort with cold calling and speaking 1:1 with C-Level executives of large businesses

  • Ability to simplify communication of complex ideas and product offerings

  • Knowledge of complex business principles and needs

  • Outstanding writing, editing, and formatting skills with MS PowerPoint

  • Exceptional usage skills with CRM (SFDC) and Sales Engagement Software (Outreach.io or other)

  • Excellent organizational skills

  • High-level of energy and enthusiasm

  • High School Diploma (or equivalent)


At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.

If you're looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability or veteran status.

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