Strategic Partnership Pursuit Lead

vor 1 Monat

Munich, Bayern, Deutschland Adobe Vollzeit

JOB LEVEL

P50

EMPLOYEE ROLE

Individual Contributor

Strategic Partnership Pursuit/ Partnership Program

A Global, large customer dedication Practice with a single mission to drive long-term ground-breaking business success for our customers and Adobe. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Armed with elite cloud solutions, your role is to unlock the potential of enterprise customers by demonstrating clear business value accelerating their Digital Transformation and success. High level customer satisfaction is a key measure, as are revenue/consumption targets.

The challenge

The seniority of the role is needed to deeply understand customer requirements and digital transformation objectives and find solutions within Adobe and our partner ecosystem to deliver long term growth. We also expect the SPL to be an advocate for industry trends as well as represent Adobe in front of industry associations and events.

The Pursuit Leader will lead a consistent and defined programmatic approach to help the Sales organization develop and close larger, more Strategic Deals. The role will assign resources to specific pursuits. The role will apply out-quarter pipeline development, Account Planning, Strategic Opportunity Reviews, Pursuit Planning, Deal mentor and choreography, thought leadership, standard methodologies, and aligning key resources to improve market opportunity, accelerating sales cycles, and closing larger deals successfully.

This role offers incredible opportunity to accelerate your career by driving business impact that can change the future. Join a ground-breaking, learning culture that drives innovation.

What you'll do

  • Drive the Strategic Pursuit Program (SPP) engagement and operating models to ensure a standard process and methodology based approach to assess, develop, and help close strategic deals.
  • Plan and present clear vision for customer success.
  • Working with a virtual team across sales, solution consulting, customer success, consulting, partners, business development, digital strategy and others – these relationships are key for success
  • the qualification/selection of the Strategic Pursuits in concert with the Global Account Executives and Sales Leadership
  • Champion joint account planning sessions for Strategic Pursuits.
  • Drive the sales and relationship
  • work cadence process.
  • Drive big deal thinking, standard methodology sharing and extended partnership.
  • Be the voice of the field sales towards Corporate to continually improve and ensure successful outcomes
  • Drive Strategic Pursuits: running the assessment and selection of opportunities where we intend to build $5M+ / $10M+ opportunities, supervising the set of activities (Account Based Marketing, Account Development Workshop, involvement, etc.) and progress of the opportunities.
  • Bring various collaborators including but not limited to Sales, Operations, Finance, Legal, Services, Accounting to close custom deals.
  • Able to train and work closely with sales teams to make sure everyone is aware of the processes and constructs.
  • Helping propagate standard methodologies and content (deal structure, content relative to attractive themes like Digital Transformation, references, Value-plays)
  • Represent Adobe in senior customer facing roles, i.e., executive sponsor, business strategist, negotiator.

Measure of success

  • 100% target achievement of selected accounts
  • > 2,5X Incremental Pipeline growth for existing selected accounts in region and Industries
  • Contribution to the business (% of total booking with $5M+ deals)

The Pursuit Leader reports directly to the SPP Regional Director.

Internal Opportunities

Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We're glad that you're pursuing a new opportunity at Adobe

Put your best foot forward:

1. Update your Resume/CV and Workday profile – don't forget to include your uniquely 'Adobe' experiences and volunteer work.

2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you're interested in.

3. Check out these tips to help you prep for interviews.

4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll.

Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you're looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.

If you have a disability or special need that requires accommodation to navigate our internal careers site or to complete the application process, please contact

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