Strategic Pursuits Lead

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!

Strategic Partnership Pursuit/ Partnership Program

A North America, large customer dedication Practice with a single mission to drive long-term transformational business success for our customers and Adobe. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Armed with premier 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 mission of the Strategic Pursuit/Partnership Program (SPP) is to pursue long term, strategic deals with customers and partners in order further their digital transformation and development. The Strategic Pursuit Lead (SPL) is a senior individual contributor, and the role will coordinate across Adobe teams and resources to provide the best solution and take care of our customers and partners.

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. 

Purpose of Role

Strategic Pursuit’s 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. 

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 utilize out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal coaching and choreography, thought leadership, best practices, and aligning key resources to maximize market opportunity, accelerating sales cycles, and closing larger deals successfully

The most successful Named Account Managers are ultra-resourceful, master orchestrators of virtual teams, and exceptionally curious to listen and learn from their customers. These attributes allow them to advise confidently and elevate their customer’s business. This role offers incredible opportunity to accelerate your career by driving business impact that can change the future. Be a part of a transformative, learning culture that drives innovation.

Priorities & Responsibilities

• Drive the Strategic Pursuit Program (SPP) engagement and operating models to ensure a consistent and defined programmatic approach to assess, develop, and help close strategic pursuits.
• Evangelize Adobe's solutions - Experience Cloud, Creative Cloud and Document Cloud. Experience with solutions preferred.
• Plan and present clear vision of customer success.
• Orchestrating key resources through the SPP Engagement Model, including field sales, partners, and a team of Digital Strategist (DSG), Enterprise Architects (EA’s) Solution Consultants (SC), and Business Unit/Engineering support.
• Managing the qualification/selection of the Strategic Pursuits in concert with the Account Directors and Industry Sales Leadership.
• Champion Collaborative account planning sessions for Strategic Pursuits.
• Drive the Strategic Pursuits cadence process.
• Drive big deal thinking, best practice sharing and extended team collaboration
• Be the voice of the field sales to corporate to continually improve and ensure successful outcomes
• Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build > $10M opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop, involvement, etc.) and progress of the opportunities.
• Bring various stakeholders 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 best practices 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 Strategic Pursuit accounts
• > 2X Incremental Pipeline growth for existing selected Strategic Pursuit Industries
• % Subscription bookings of Strategic Pursuit accounts
• % Growth on the number of Large Deals (>$4M, $7.5M)

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 position is $260,900 -- $392,500 annually. Pay within this range varies by work location and 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.

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

Adobe is proud to be an Equal Employment Opportunity and 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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Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.