# Strategic Account Leadership for Federal Government Team

**Company**: Adobe
**Location**: Remote Virginia
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $229,000 - $369,600 annually
**Category**: Sales
**Industry**: Technology

**Apply**: https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/Remote-Virginia/Enterprise-Sales-Account-Director---DHS-DOJ_R171389?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/strategic-account-leadership-for-federal-a0f512ed-8d9/

## Description

Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You will drive digital transformation initiatives for the Department of Homeland Security and Department of Justice.

**Strategic Account Leadership**

- 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 critically important program directors.

- Drive revenue growth through strategic account expansion and new solution adoption.

**Mission-Focused Solution Selling**

- Translate complex technical capabilities into clear business value propositions that resonate with law enforcement and border security executives.

- Conduct return on investment analysis demonstrating how Adobe solutions enhance operational efficiency, improve inter-agency coordination, and strengthen national security outcomes.

- Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver comprehensive proposals.

**Enterprise Sales Excellence**

- 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.

**Security & Compliance Leadership**

- Ensure all solutions meet stringent federal security requirements including FedRAMP, FISMA, and agency-specific ATOs.

- Collaborate with Adobe's security and compliance teams to address unique law enforcement data handling requirements.

- Maintain current knowledge of federal cybersecurity frameworks and emerging threats.

**Essential Qualifications**

- Bachelor's degree required; MBA from accredited institution preferred.

- 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).

**Technical & Sales Expertise**

- 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.

**Leadership & Communication**

- 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.

**Preferred Experience**

- Previous experience with Adobe products or document management solutions.

- Background in cybersecurity, data analytics, or workflow automation.

- Understanding of immigration law, border security operations, or law enforcement processes.

- Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.).

**Expected Pay Range:** $229,000 - $369,600 annually.

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## Skills

### Required
- consultative sales methodologies
- cloud technologies
- SaaS solutions
- federal IT modernization initiatives
- digital transformation priorities
- federal procurement processes
- contract vehicles
- FedRAMP
- FISMA

### Nice to have
- Adobe products
- document management solutions
- cybersecurity
- data analytics
- workflow automation
- immigration law
- border security operations
- law enforcement processes
- federal modernization programs

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Source: [Apply at adobe.wd5.myworkdayjobs.com](https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/Remote-Virginia/Enterprise-Sales-Account-Director---DHS-DOJ_R171389?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)