Are reps at Adobe specialized and focused on certain products or can anyone sell anything? Can one rep sell Creative and Experience Cloud products? Seems Creative is more PLG/B2C and Experience is where the real deals are done?

Question

Accepted Answer

There are 2 main business areas: Digital Media (DME), which includes Creative Cloud, & Digital Experience (DX), which encompasses the Experience Cloud platform/products.

Accounts will typically have 2 Account Managers  - a DME rep selling the likes of Acrobat, Sign & Creative Cloud, and a DX rep selling Experience Cloud.

There will then be multiple product sales specialists selling the individual products within DME and DX too. Each account could have 5-6 Adobe sales people working on them.

DX Account Managers don’t sell Creative Cloud. Depending on the rep, they would either introduce the DME or product specialist seller(s), or ignore any request to discuss Creative Cloud, as it wouldn’t retire any quota for them.

There have been SPIFFs for DX reps in the past to try and add DME products into DX deals, but that was mostly focused around the Sign (e-signature) product.

Answer

There's the strategic role where you can be an account director and cover about 5 accounts, but the entire experience cloud stack of products.  There's also specific product specialist sales roles where you work alongside those account directors and cover about 25-30 accounts so you work with around 4-5 account directors, but just help them specialist on one product.  There's then the growth team which is essentially new logo business and that's broken up between 4 groups that each have a few products they can sell to new logos and it's geo based territories.  Anywhere from 2-5 states.

Creative cloud is completely different from experience cloud.  Creative cloud reps get paid way lower as it's mostly an order taking position without much effort as Adobe basically has a monopoly in that space.  Experience cloud is a much tougher sell, but you can make a ton more money and get paid a bigger base.

Answer

Other responses are accurate. There are MANY different sales teams at Adobe. You will want to know exactly what team you would join (this can be challenging to figure out). There are sales teams focused on Industries, Enterprise, and Mid-Market as well as the product groups identified in other responses. The Business Unit and Sales team will dramatically effect your base and variable compensation.

Answer

Besides a Strategic Enterprise Account type Director role, the business is generally split into multiple areas but starts with a split at the top with the Digital Media (DME) Business and the Digital Experience (DX) Business.

Digital Media  is Creative Cloud incl. Document Cloud etc. and Digital Experience is Experience Cloud (Marketing and Commerce products)

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Anonymous Q&A

Are reps at Adobe specialized and focused on certain products or can anyone sell anything? Can one rep sell Creative and Experience Cloud products? Seems Creative is more PLG/B2C and Experience is where the real deals are done?