Distribution Sales Leader Emea

1 month ago

London, United Kingdom Adobe Full time

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

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

Adobe
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything required to design and deliver exceptional digital experiences We’re passionate about empowering people to build beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.
We’re on a mission to hire the very best and are committed to crafting exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new insights can come from everywhere in the organization, and we know the next big idea could be yours.

**The challenge**:
Our Distribution route to market delivers well more than half of our business-to-business ARR with both our Creative and Document cloud solutions. As Adobe continues to invest in new solutions, we are seeking an operationally minded sales leader to optimise our distribution network and lead a team of channel account managers in our distribution business.
As the Distribution Channels Sales Leader, you will lead the team responsible for the optimisation of our Distribution Channel business, working closely with multiple cross-functional teams across Adobe’s Digital Media business.

**What you’ll do**:
Manage the day-to-day operational requirements of our geographically diverse distribution channel business, including coordination of territory sales strategies, partner pipeline, and working cross functionally to ensure delivery of consistent & predictable close rates

Lead a team of channel account managers (CAM) to optimise our distribution channel business, focusing on acceleration of sales and retention of Adobe Digital Media portfolio.

Mentor and coach channel account managers (CAM) to establish rigor in their businesses, develop CAM talent, and deliver cross-functional improvements to our distribution partner sales model

**Your success will be measured by**:
Driving performance & growth - inclusive of overall pipeline and revenue contributions.

Building plans, assessing KPIs and driving execution around competency and scale through the partner distribution network

Collaborating with sales, channel, and financial leadership to develop a robust European Distribution GTM model and business plan.

Developing skills within the team - to reflect the changing requirements of Adobe’s business and the Partner ecosystem.

Leading the distribution channel account management team to inspire, engage, enable and empower Adobe channel partners to drive sales, accelerate business and scale

Lead a geographically spread team of distribution managers to develop and execute strategic business plans focused on driving new Partner accounts new opportunities, sales and technical competency, and incremental bookings growth

Developing relationship amongst strategic contacts at senior levels in our distribution channel

**What you will bring to the team**:
Proven track record in managing key Distribution Channel relationships in UK / European markets.

Significant experience operating at senior executive levels, having managed very impactful Distribution sales partnerships, with solid understanding of the IT Distribution Channel.

Strong cross-functional leadership and excellent communications skills to drive consensus across groups both internally and within partner organisations.

Keen curiosity about and knowledge of distribution in a channel business and of channel business generally.

Results-oriented, accountable leader with strong EQ and developed situational flexibility (awareness and action).

Entrepreneurial thinker creating plans for own area of responsibility (resources, activities, risk assessment).

Desire for continuous learning and feedback to improve performance.

Ability to work in a fast-moving environment, to prioritise effectively, to think big picture, and to use good judgment in resolving difficult issues.

A passionate enabler & coach of individuals and teams to build lasting organisational capability across the entire customer journey.

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