Our Company
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We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!
Strategic Partnership Pursuit/ Partnership Program
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A Global, large customer dedication Practice with a single mission to drive long-term ground-breaking business success for our customers and Adobe. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Armed with elite cloud solutions, your role is to unlock the potential of enterprise customers by demonstrating clear business value accelerating their Digital Transformation and success. High level customer satisfaction is a key measure, as are revenue/consumption targets.
The challenge
The seniority of the role is needed to deeply understand customer requirements and digital transformation objectives and find solutions within Adobe and our partner ecosystem to deliver long term growth. We also expect the SPL to be an advocate for industry trends as well as represent Adobe in front of industry associations and events.
The Pursuit Leader will lead a consistent and defined programmatic approach to help the Sales organization develop and close larger, more Strategic Deals. The role will assign resources to specific pursuits. The role will apply out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal mentor and choreography, thought leadership, standard methodologies, and aligning key resources to improve market opportunity, accelerating sales cycles, and closing larger deals successfully.
This role offers incredible opportunity to accelerate your career by driving business impact that can change the future. Join a ground-breaking, learning culture that drives innovation.
What you'll do
- Drive the Strategic Pursuit Program (SPP) engagement and operating models to ensure a standard process and methodology based approach to assess, develop, and help close strategic deals.
- Plan and present clear vision for customer success.
- Working with a virtual team across sales, solution consulting, customer success, consulting, partners, business development, digital strategy and others - these relationships are key for success
- the qualification/selection of the Strategic Pursuits in concert with the Global Account Executives and Sales Leadership
- Champion joint account planning sessions for Strategic Pursuits.
- Drive the sales and relationship
- work cadence process.
- Drive big deal thinking, standard methodology sharing and extended partnership.
- Be the voice of the field sales towards Corporate to continually improve and ensure successful outcomes
- Drive Strategic Pursuits: running the assessment and selection of opportunities where we intend to build $5M+ / $10M+ opportunities, supervising the set of activities (Account Based Marketing, Account Development Workshop, involvement, etc.) and progress of the opportunities.
- Bring various collaborators including but not limited to Sales, Operations, Finance, Legal, Services, Accounting to close custom deals.
- Able to train and work closely with sales teams to make sure everyone is aware of the processes and constructs.
- Helping propagate standard methodologies and content (deal structure, content relative to attractive themes like Digital Transformation, references, Value-plays)
- Represent Adobe in senior customer facing roles, i.e., executive sponsor, business strategist, negotiator.
Measure of success
- 100% target achievement of selected accounts
- > 2,5X Incremental Pipeline growth for existing selected accounts in region and Industries
- Contribution to the business (% of total booking with $5M+ deals)
The Pursuit Leader reports directly to the SPP Regional Director.
Adobe is proud to be anEqual Employment Opportunityand affirmative action 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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