Sr. Value Consultant

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Job Title: Principal Value Consultant

Job Summary

We are seeking a results-focused and strategic Value Consultant to drive the evolution of our Value Consulting organization at Adobe. This role focuses on identifying compelling cases to demonstrate the value of Adobe Firefly Services and solutions to prospective clients while driving sales and customer adoption. The ideal candidate will possess a solid grasp of software sales processes, value-based selling, and have experience translating technical features into business benefits. They will also have a solid understanding of go-to-market and business skills to help customers understand how to use Adobe software to drive business outcomes and present to influencers as well as executive decision makers.

Key Responsibilities

• Develop Business Cases: Collaborate with sales teams (Account Executives, Solution Consultants, and Solution Architects) to create comprehensive cases that illustrate the return on investment and value propositions of our software solutions.
• Design Value Frameworks: Refine frameworks for value consulting that can be consistently applied across different products and client scenarios.
• Client Engagement: Work directly with clients to understand their needs and challenges, in order to articulate how Adobe solutions can create measurable value for their business.
• Cross-Functional Collaboration: Partner with product management, marketing, and leadership to ensure alignment on value messaging and capability. Gather insights that inform case development.
• Training and Enablement: Create and deliver training sessions for sales teams to enhance their understanding of value consulting methodologies and to equip them with tools for effective client engagement.
• Help develop and support clear goals and measurable outcomes. Evaluate the efficiency of value consulting initiatives and provide data for regular reports to senior management on progress and outcomes.
• Market Research: Stay updated on industry trends, competitive landscape, and customer needs to continuously refine value propositions and case strategies.

What you need to succeed:

• Masters in Business Administration (MBA), Marketing, or a related experience.
• 5+ years of experience in a consulting, sales, or product management role within the software industry.
• Strong understanding of case development and value-based selling principles.
• Excellent communication and presentation skills, with the ability to convey complex information in a clear and compelling manner.
• Proven track record of collaborating with cross-functional teams and getting results in a fast-paced environment.
• Analytical attitude with the ability to interpret data and insights to inform strategic decisions.
• Familiarity with financial modeling and return on investment analysis.

• Experience in customer engagement and relationship management.
• Knowledge of software solutions and technology trends relevant to our industry.

Discover More About Working At Adobe

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• Skip "performance reviews" (video): http://bit.ly/1SLvIwN
• Adobe Digital Index: http://www.cmo.com/adobe-digital-index.html
• Glassdoor Names Adobe A Top Best Place To Work: https://www.glassdoor.com/Reviews/Adobe-Reviews-E1090.htm

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Adobe is an equal opportunity employer. We hire hardworking individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, veteran status, cultural background or religious beliefs. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.

Learn more about our vision here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Come create experiences that matter at a company that is recognized around the world and hear what our employees are saying about their career experiences on the Adobe Life blog.

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.

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