Account Director Law Enforcement

About the role

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 Defense. 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.

Responsibilities

• Strategic Account Leadership
• Develop and execute 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 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

Requirements

• 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 DOD 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 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.
• About Adobe
• Let's Adobe together
• Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnici

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