Consulting Services Sales Acct Manager

Our Company

Changing the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images videos and apps and transform how companies interact with customers across every screen.

Were 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!

Client Partner Job Description

Changing the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images videos and apps and transform how companies interact with customers across every screen.

Were 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!

As an Adobe Client Partner you will have the combined Adobe Services Sales and Delivery ownership for a top named High Technology Adobe Services customer(s). You will be accountable for all Adobe Professional Services activity with those customers and lead all aspects of the strategy and growth of Adobes Professional Services business in those accounts. You will execute across the entire people process and technology change/transformation fabric with an industry or customer practitioner lens for your assigned account(s) and drive quantifiable aligned external customer value.

Responsibilities include:

Account Leadership and Growth:

• Accountable for Professional Services bookings revenue growth and margin and forecasting for one of Adobes top High Tech customer(s).
• Drive and be accountable for all Adobe Professional Services business growth of the install based within assigned account(s) via identification of key digital transformation expansion and situational opportunities
• Executes and accountable for all Adobe Professional Services engagements within assigned account(s) via delivery of customer commitments to value and Adobe Professional Services revenue and profit margin
• Act as focal point for customer executive alignment and with any customer partners as part of the customers broader ecosystem (as applicable)
• Establishing trusted relationships and be a leader with customers by understanding their business and key KPIs and being able to articulate a vision for how they can meet their KPIs and achieve their business objectives
• Apply an external and industryinformed lens on how to position execute and optimize a digital transformation across people process and technology
• Accountable for customer value delivery opportunity identification and building a sustainable pipeline of new opportunities
• Accountable for internal Adobe Professional Services strategy communications and while aligning with broader Adobe License strategy to support a One Adobe front
• Build on the foundation and trust furthered through successful Adobe Professional Services delivery to drive perennial renewal and expansion of Adobes Professional Services relationship with existing customers grounded in deep understanding of the customers objectives and familiarity with the scope activities and resources needed to fulfill those objectives
• Partner with the Adobe Professional Services sales support team (Solution Architecture Delivery Customer Success etc. and Adobe Professional Services Sales Operations ecosystem to execute on sales cycle activities to bring opportunities from identification through booking and transition to the delivery including accountability for driving the negotiation contracting and approval processes.

Services Delivery & Project/Program Ownership

• Ensure successful and delivery of highquality Adobe Professional Services resulting in measurable business impact aligned to customer priorities and objectives
• Owns revenue management and forecasting for a set of top named Adobe Professional Services customers inclusive of all projects within the assigned account(s) including revenue acceleration backlog burn expiration/extension management and alignment with Adobe Finance and Operations teams for ongoing cadence of recognizing invoicing and quarterly closing activities
• Hold delivery teams to be accountable forsuccessful solid governancecommunicationand change managementfor contracted engagements
• Mentor delivery team members and other consultants on customer leadership and consultative selling

• Responsible to ensure consistent (monthly/quarterly) checkins with customers to review 1 what has been accomplished to date 2 current priorities and any changes 3 unlocked capability and value realization 4 alignment on key goals and priorities
• Ensure appropriate customer health reporting and intervention management is happening including ownership and management of account and projectspecific issues either directly or indirectly affecting Adobe Professional Services
• Partners with Adobe Delivery practice leaders on resourcing needs technology gaps solutionspecific presales support and Adobe Product team engagement

Requirements:

• Ten to 15 years of experience leading strategic customer engagements with a consultancy and/or agency ideally in consumer goods industry
• Experienced storyteller who can connect business strategy to solutions to drive customer value
• Strong executive presence including ability to partner with and effectively influence client managers directors VPs CMOs and CXOs
• Ability to rapidly assess customer environments from a business process organizational and technological perspective and effectively prioritize opportunities for growth
• Ability to anticipate and creatively solve problems to ensure successful sales cycles and subsequent delivery of engagements
• Experience and ability to strategize upon run and grow a defined bookofbusiness comprised of a set of named accounts
• Engaging people leader with proven ability to lead and inspire teams
• Proven organizational skills to plan and coordinate complex projects
• Excellent verbal and written communication skills
• High degree of intellectual curiosity and ability absorb new concepts quickly
• Exceptional analytical and quantitative problemsolving abilities
• High level of energy and personal drive
• Willingness to travel up to40 of the time if not geolocal to the customer
• Bachelors degree with a preferred MBA
• Digital marketing experience is preferred

At Adobe for sales roles starting salaries are expressed as total target compensation (TTC base commission) and shortterm incentives are in the form of sales commission plans. Nonsales roles starting salaries are expressed as base salary and shortterm incentives are in the form of the Annual Incentive Plan (AIP).

In addition certain roles may be eligible for longterm incentives in the form of a new hire equity award.

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