Strategic Pursuit Specialist

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 Pursuits Specialist

The Strategic Pursuit team'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.

In this role, you will be responsible for providing executive-level strategic business guidance on the commercial strategy and negotiation around Adobe's largest deals. This role will wear many hats, requiring a diverse mix of commercial, financial, product, go-to-market, investment, and technical depth coupled with a strong executive business acumen and exceptional customer and partner-facing presentation skills to build trust-based relationships across our field organization and with the customer C-Suite.

To be successful in this position you will need an entrepreneurial mindset, and a willingness to roll up your sleeves and get things done. The ideal candidate is a self-starter with exceptional organizational skills, is excited by a fast paced and competitive environment. You will have a track record of helping build, and manage senior-level stakeholders to ensure the successful execution of a complex program.

Responsibilities

• Own the development of the commercial strategy and deal structure by aiding in the early phases of knowledge gathering and due diligence; partners with ecosystem in the deal structuring for strategic, complex, or highly competitive commercial opportunities and creates final strategy.
• Nurture an active pipeline of forecasted sales to meet and exceed quarterly, and annual quota objectives.
• Handle, coordinate, collaborate and work with various cross-functional groups within Adobe (Product, Marketing, Legal, Finance) to successfully manage the entire sales cycle.
• Facilitate detailed opportunity assessments with sales leadership and key internal/external stakeholders, to help develop an end-to-end program strategy (i.e. sequence of events, team RACI, Comms Strategy)
• Conduct proactive gap analysis to identify risks and opportunities within each deal cycle, and provide recommendations to sales leadership on how best to address
• Lead opportunity communications via daily/weekly/monthly correspondence and meetings, to ensure fluid horizontal and vertical alignment.
• Partner with ecosystem resources to identify and track all workstreams within the account against a program plan, facilitating communications, driving alignment, and resolving any conflicts across opportunity stakeholders.
• Daily Reporting and opportunity tracking system updates
• Manage a large range of deliverables centered around translating enterprise architecture into financial structures, competitive analysis & positioning, profitability, negotiation, and strategic investment helping to inspire confidence in customers and partners
• Acquire and maintain a working knowledge of the complete capabilities of Adobe's Experience Cloud solutions.
• Analyzing customer requests and utilizing PowerPoint or Excel to translate innovative commercial proposals into digestible formats to address unique customer needs
• Build and lead negotiation strategy for successful deal closure
• Collaborate with internal strategy teams to provide necessary guidance on opportunity needs and objectives

Preferred qualifications:

• A minimum of 5 years' prior enterprise-level outside software experience, preferably within web technology and/or digital marketing solutions with commercial experience working on cloud related sales, consulting, licensing
• Experience working in highly matrixed organizations, with cross-functional stakeholders, focused on realizing and measuring key objectives within a team environment.
• Strong analytical and problem-solving abilities, with the ability to translate analysis and insights into actionable business plans.
• Proven track record of success and a history of exceeding quota
• Ability to manage multiple tasks with shifting priorities and fluid deadlines.
• Exceptional project management and organizational abilities
• Able to initiate and execute complex, cross-functional projects with minimal guidance.
• Strong written and verbal communication skills, comfortable presenting to internal executive stakeholders

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 is proud to be anEqual Employment Opportunityand 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.