Core Senior Solutions Consultant
Adobe Inc. | |
United States, New York, New York | |
Sep 18, 2024 | |
Our Company Primarily provides pre-sales technical support for the development and implementation of complex products/applications/solutions. Uses in-depth product knowledge toprovide technical expertise to sales staff and the customer through sales presentations and product demonstrations. Assists the sales staff in assessing potential application of company products to meet customer needs and may prepare detailed product specifications for the development and implementation of customer products/applications/solutions. May create detailed design and implementation specifications for complexproducts/applications/solutions. May build a mini-application based on customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping and/or product demo for client. May provide consultation to prospective users and/or product capability assessment and validation. Position Summary: As a creative problem-solving leader on the Core Solutions Consulting team, the candidate will have the chance to -create solutions for the most valuable client -problems. As the Core (account) Solution Consultant, you will be aligned to 2-3 Account Executives (AE/NAM) as technical lead and coordinate with a group of technical experts on DMe & DX to craft solutions, and vision, that pursue prospects' most significant business problems. Also, partnering with cross functional resources such as Product Marketing, Product Management, and Engineering will enable you to be the voice of the field and drive innovation for Adobe. As part of this, you will tailor sales plays, use-cases, and technical solutions that clearly articulate the context and technical value of Digital Media applications including ongoing advancements in GenAI. You will also work with DX counterparts to showcase the end-to-end value of the Adobe Experience Platform. Depth of technical knowledge of Adobe solutions will be key to your success. Solid experience in partnering with sales to drive customer change and innovation is a requirement. Four+ years of proven expertise in DMe solutions is key. Additionally, "customer side" experience is an asset that would bring credibility to our sales process and most importantly our customers. Prioritization is a key skill. Being able to strategize with your account team (and management) to handle your schedule to drive revenue impact and help achieve quarterly/annual quota. This can be one of the most difficult aspects, choosing the right activities to helping drive sales and when to say no with courtesy and respect. We want you to maintain a healthy work/life balance and will support you in doing so. Trust: Our customers, partners, and coworkers trust us to be passionate and curious, to genuinely listen and to be laser focused on every aspect of their business. They trust us to architect innovative technical solutions and build cross-organization partnerships that ensure their success throughout their journey with Adobe. They trust us to advocate for them, align to their success, and influence unparalleled industry and solution leadership Technical: Experienced SC is to demonstrate and discuss the benefits/value of some or all the solutions within the context of Creative Cloud (including Express) and GenAI technologies. Perform account planning, discovery, develop vision presentations which matches clients' objectives and solves their business issues. Maintain an understanding of Adobe competitors, especially strengths and weaknesses of competitor solutions. (further details in Skills Needed) Develop & Maintain authoritative understanding of key industries applicable to the role (e.g. Media & Entertainment, FSI, High Tech, Telecom, Health Care, Travel & Hospitality, B2B) including key trends, challenges and innovations. Ability to work collaboratively with clients, delivery & implementation teams, and partners to create technical success with Adobe solutions as well as define a path to value realization by using Adobe solutions. Team: You'll be joining a highly functioning US-based team with different perspectives and backgrounds. We take pride in our diversity and take responsibility for our own success and helping one other along the way. We acknowledge and celebrate one another's individual accomplishments, knowing these are innately part of our larger mission. We champion a culture of empowerment, inclusiveness, curiosity, connectedness, collaboration, passion, innovation, creativity and fun. Excellence: We deliver excellence with technical solutions, competitive differentiation, industry expansion, awe-inspiring solutions and dedication to constant development and improvement. We fuel the growth of our company by expanding every deal and accelerating the acquisition of new customers. We fuel the success of Adobe by helping customers adopt our solutions, realize value and renew their partnership with us. Ability to help the SC team develop and present a strong Adobe "Point of View" as well as "Technical Case" are core to our success. Using your technical knowledge, business understanding and sales experience you will direct a team of many contributors to present real technical understanding and value to the customer experience. Be prepared to speak to examples of significant wins proving this level of excellence and achievement. Creative Position: In the position you will offer our customers technical solutions to complex problems applying creative and generative AI technologies. Your role is both technical and creative - you must use all your experience, solutions and process that scale, while still understanding that creativity is core to Adobe's DNA, and the team's results must reflect that in the work delivered. How do we do this better, faster and more efficiently, but with inspiring creative flair? All while meeting the needs of the customer and the business. Job Description: A Core SC primarily leads a pre-sales technical team focused on the development and implementation of complexproducts/applications/solutions with Digital Media (creative) technologies. Core SCs use in-depth product knowledge toprovide technical expertise to sales staff and the customer through discovery, sales presentations, and product demonstrations. Core SCs assist the Sales in assessing solutions' ability to meet the customer needs, including the handoff of detailed product specifications to post-sales teams to implement the solution.This is a dynamic role that will allow the individual the freedom to address something new and stimulating at each turn. Core SC activities span prioritized sales stages, across key opportunities, and engage with various account teams and surrounding resources.The solution consultant should easily integrate into many different environments and team values, and, ultimately, play the role that is best for the customer. This will vary across engagements based on customer sales cycle, personas, relationships, etc.
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Anticipated Activities
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. Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, emailaccommodations@adobe.comor call (408) 536-3015. 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. |