Strategic Pursuits Sales Specialist

1 month ago

London, United Kingdom Adobe Full time

JOB LEVEL

P40

EMPLOYEE ROLE

Individual Contributor

The Strategic Pursuit teamâs mission is to drive Adobe's long-term revenue growth and profitability through larger and more strategic customer transformation commitments with Adobe by orchestrating Strategic Pursuit resources, coaching, advising, and enabling sales teams, partners, and customers on our Solutions for business outcomes and value-based selling strategies.

In this role, you will be responsible for providing executive-level strategic business guidance on the commercial strategy and negotiation around Adobeâs largest deals. This role will wear many hats, requiring a diverse mix of commercial, financial, product, go-to-market, investment, and technical depth coupled with a strong executive business acumen and exceptional customer and partner-facing presentation skills to build trust-based relationships across our field organization and with the customer C-Suite.

To be successful in this position you will need an entrepreneurial mindset, and a willingness to roll up your sleeves and get things done. The ideal candidate is a self-starter with exceptional organizational skills, is excited by a fast paced and competitive environment. You will have a track record of helping build, and manage senior-level stakeholders to ensure the successful execution of a complex program.

Responsibilities

  • Own the development of the commercial strategy and deal structure by aiding in the early phases of knowledge gathering and due diligence; partners with ecosystem in the deal structuring for strategic, complex, or highly competitive commercial opportunities and creates final strategy.
  • Nurture an active pipeline of forecasted sales to meet and exceed quarterly, and annual quota objectives.
  • Handle, coordinate, collaborate and work with various cross-functional groups within Adobe (Product, Marketing, Legal, Finance) to successfully manage the entire sales cycle.
  • Facilitate detailed opportunity assessments with sales leadership and key internal/external stakeholders, to help develop an end-to-end program strategy (i.e. sequence of events, team RACI, Comms Strategy)
  • Conduct proactive gap analysis to identify risks and opportunities within each deal cycle, and provide recommendations to sales leadership on how best to address
  • Lead opportunity communications via daily/weekly/monthly correspondence and meetings, to ensure fluid horizontal and vertical alignment.
  • Partner with ecosystem resources to identify and track all workstreams within the account against a program plan, facilitating communications, driving alignment, and resolving any conflicts across opportunity stakeholders.
  • Daily Reporting and opportunity tracking system updates
  • Manage a large range of deliverables centered around translating enterprise architecture into financial structures, competitive analysis & positioning, profitability, negotiation, and strategic investment helping to inspire confidence in customers and partners
  • Acquire and maintain a working knowledge of the complete capabilities of Adobe's Experience Cloud solutions.
  • Analyzing customer requests and utilizing PowerPoint or Excel to translate innovative commercial proposals into digestible formats to address unique customer needs
  • Build and lead negotiation strategy for successful deal closure
  • Collaborate with internal strategy teams to provide necessary guidance on opportunity needs and objectives

Preferred qualifications:

  • A minimum of 5 years' prior enterprise-level outside software experience, preferably within web technology and/or digital marketing solutions with commercial experience working on cloud related sales, consulting, licensing
  • Experience working in highly matrixed organizations, with cross-functional stakeholders, focused on realizing and measuring key objectives within a team environment.
  • Strong analytical and problem-solving abilities, with the ability to translate analysis and insights into actionable business plans.
  • Proven track record of success and a history of exceeding quota
  • Ability to manage multiple tasks with shifting priorities and fluid deadlines.
  • Exceptional project management and organizational abilities
  • Able to initiate and execute complex, cross-functional projects with minimal guidance.
  • Strong written and verbal communication skills, comfortable presenting to internal executive stakeholders

Internal Opportunities

Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. Weâre glad that youâre pursuing a new opportunity at Adobe

Put your best foot forward:

1. Update your Resume/CV and Workday profile â donât forget to include your uniquely âAdobeâ 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 youâre 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 youâre 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 an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of  gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.

If you have a disability or special need that requires accommodation to navigate our internal careers site or to complete the application process, please contact accommodations@adobe.com.

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