JOB LEVEL
P40
EMPLOYEE ROLE
Individual Contributor

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.

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this positionis $227,500 -- $357,800 annually. Paywithin this range varies by work locationand may also depend on job-related knowledge, skills,and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California :

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Internal Opportunities

Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe!

Put your best foot forward:

1. Update your Resume/CV and Workday profile - don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.

2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in.

3. Check out these tips to help you prep for interviews.

4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll .

Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. 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 proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.

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