Jun 27
Top Secret
Mid Level Career (5+ yrs experience)
Occasional travel
Business - Sales
Job Description
The Opportunity
Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You'll drive digital transformation initiatives for the Department of Homeland Security (DHS), U.S. Customs and Border Protection (CBP), and U.S. Immigration and Customs Enforcement (ICE) – agencies protecting our nation's borders and enforcing immigration law.
Our enterprise-grade, FedRAMP-authorized solutions enable these critical agencies to streamline operations, enhance inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms.
What you'll be doing
Strategic Account Leadership
Develop and execute comprehensive business plans for DHS, CBP, and ICE 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 mission-critical 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 ROI 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
What You Will Need
Essential Qualifications
Bachelor's degree required; MBA from accredited institution preferred
7+ years of enterprise software sales experience within federal law enforcement or homeland security agencies
Proven track record selling to DHS, CBP, ICE, or related agencies (FBI, DEA, ATF experience valuable)
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 stakeholder 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.)
Security Requirements
This position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.
The Opportunity
Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You'll drive digital transformation initiatives for the Department of Homeland Security (DHS), U.S. Customs and Border Protection (CBP), and U.S. Immigration and Customs Enforcement (ICE) – agencies protecting our nation's borders and enforcing immigration law.
Our enterprise-grade, FedRAMP-authorized solutions enable these critical agencies to streamline operations, enhance inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms.
What you'll be doing
Strategic Account Leadership
Develop and execute comprehensive business plans for DHS, CBP, and ICE 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 mission-critical 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 ROI 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
What You Will Need
Essential Qualifications
Bachelor's degree required; MBA from accredited institution preferred
7+ years of enterprise software sales experience within federal law enforcement or homeland security agencies
Proven track record selling to DHS, CBP, ICE, or related agencies (FBI, DEA, ATF experience valuable)
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 stakeholder 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.)
Security Requirements
This position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.
group id: 91121944
