Senior Director, Strategic Pursuits Enterprise Sales

EMEA is the growth engine within Adobe and you will join at an opportune time to drive digital transformation for our clients as well as lead our sales business through transformational growth. As the leader of our Strategic Pursuits division for EMEA you will report to our VP of Partnerships & SPP and you will be responsible for consistently growing revenue throughout. EMEA.

The Strategic Partnership Program (SPP) is an innovative global program with a singular mission and commitment to drive long-term transformational business success for our customers and for Adobe. This program consists of a centralised team supported by top dedicated resources that drive proven cross-functional frameworks focused on providing Adobes customers with the best solutions partnerships and paths to transformative outcomes. Traditional sales engagement methods have evolved and customers are seeking consultative partnerships. Enabled with world-class cloud solutions your role is to unlock the potential of Adobes enterprise customers by demonstrating clear business value and accelerating their digital transformation success. High-level customer satisfaction and value are key measures as are revenue and consumption targets.

What youll Do :Adobe is looking for a Senior Director to lead the SPP Strategic Pursuit business for the Adobe EMEA regions of UK&I Central and Western this pivotal role you will partner with regional sales teams and leaders to drive account-based oversight guidance and accountability. These internal partnerships will mature and accelerate our regional go-to-market heighten our focus on business outcomes and provide maximum value to our customers and Adobe. You will lead the development of the SPP-EMEA Pursuit teams programmatic approach to establish consistent CxO-level engagement form long-term trusted relationships that promote mutual interest evangelize bold steps for change and ensure high levels of customer satisfaction with documented success stories. This programmatic approach from SPP will help Adobes EMEA sales organization consistently source develop and close larger more strategic opportunities with EMEAs largest brands. This role will manage a team of Strategic Pursuit Leads (SPL) and a dedicated extended team to support specific partnership pursuits. This role will utilize deal progression best practices including out-quarter pipeline creation and development account planning strategic opportunity reviews pursuit planning deal coaching and choreography thought leadership resource alignment executive engagement etc. to maximize market opportunity accelerate sales cycles and closing larger deals with greater frequency. As a Senior Director you will also demonstrate distinct horizontal leadership working closely with Adobes regional leaders for emerging technologies business value practice customer success and other functional areas in order to weave SPPs value-based framework into all aspects of Adobes business. You will need to have exceptional presentation and persuasion abilities as well as top-tier leadership management technical and executive engagement skills. This position will be based in Europe and will report directly to the Global Vice President of Adobes Strategic Partnership Program.

Key Responsibilities:
Partner with regional sales teams and leaders to drive account-based oversight and guidance designed to up-level our overall go-to-market focus on business outcomes and maximize Adobes results.
Lead the development of the SPP-EMEA Pursuit teams programmatic approach to establish consistent CxO-level engagement form long-term trusted relationships that promote mutual interest evangelize bold steps for change and ensure high levels of customer satisfaction with documented success stories.
Demonstrate distinct horizontal leadership working closely with Adobes regional leaders for emerging technologies business value practice customer success and other functional areas in order to weave SPPs value-based framework into all aspects of Adobes business. Manage SPP-EMEAs pipeline forecasts and leading sales indicators for the with regional Enterprise Segment leaders on sales strategy and coach and mentor the SPP-EMEA Pursuit team to grow existing account opportunities and capture net-new transformational long-term trusted relationships both internally and the SPP-EMEA engagement and operating models to ensure a consistent and defined programmatic approach to assess develop and close strategic transformational the SPP-EMEA team and supporting extended team resources to effectively identify target accounts and mobilize teams to drive strategic customer engagement. Evangelize best practices and content (deal structures content related to Digital Transformation and cutting-edge customer challenges references value-added offerings etc.).Represent Adobe in senior customer-facing roles (i.e. executive sponsor business strategist negotiator).
Align various stakeholders including but not limited to Sales Operations Finance Legal Services Accounting to close complex bespoke opportunities.

What you need to succeed:

Extensive large-scale leadership experience (with sales and other supporting roles) within multi-geo/cultural EMEA-based environments.
Proven experience developing and leading a high-performing regional team with a consistent track record of engaging and growing talent to greater responsibility and success.
Documented track record of successfully leading large complex sales opportunities or partnerships.

Deep experience working with and across the C-Suite both internally and externally.
Highly collaborative and versant in successfully navigating global matrixed environments.
Demonstrated strong growth mindset that seeks to uniquely solve difficult customer challenges.
Proven ability to build trust and be highly credible across all levels of organizations.
Deep industry knowledge with an ability to confidently drive transformational recommendations at C-Suite and business decision maker levels.
Exceptional ability to understand and evangelize transformative methodologies best practices and digital transformation concepts.
Proven experience of influencing training and working closely with sales teams to ensure awareness of the best practice processes and constructs for successful large opportunity execution.
Hold diversity equity and inclusion at the heart of all you decide do and personify

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